John Nieuwenburg - Business Coach
http://w5coaching.com
john@w5coaching.com
Mark: Hi, it’s Mark from Top Local, we’re here with John Nieuwenburg, he’s a business coach in Vancouver, BC, one of the highest ones in North America. How’re you doing John?
John: Doing great, thank you very much Mark, how about yourself?
Mark: Good, life is really good. So we’re talking about sales calls, making all the sales calls you need, what do people do about that John?
John: Well, this has come up a couple of times with some of my clients and coaching sessions in the recent past and so it’s a fairly common phenomenon. Sales call reluctance, fear of making a sales call, the phone turns into the heaviest weight lifting item that you could think of if you went to the gym. The thing weighs a million pounds and I can’t pick it up and so what’s that all about? What causes that to happen? And you know in so many cases, it’s some fear and that fear usually is about things that we’re telling ourselves about what’s going to happen or what people will think when we make the call and almost certainly it’s negative. We create all these negative scenarios or negative thoughts about what’s going to happen and so my first question to you as a business owner, if that’s what’s going with you, is what would you have to think, how would you replace those things that you’re saying to yourself so that in fact, it would become something positive instead of negative? One way that I sometimes talk about this with clients, is what would you have to believe so that you could say you get to makes sales calls instead of I have to make sales calls? And to put that in a bit of perspective, do you have to take your wife out for dinner or do you get to take your wife out for dinner? And you can see there’s a massive change in the energy involved and the perspective that you have in the way that you think about it, when you shift your language from one of dread and obligation, and generally not very satisfying to the one where it becomes must more positive and you know forward looking. So the first thing I would ask a client like that is what would your affirmations, what would your self talk have to be, so that it became a positive thing. So the first thing is I get to make some sales calls. Well why would that be something I get to do instead of have to do? Well I get to talk to people about helping them solve their problem, fear or frustration. And so often we have clients who we provide a gift as a salesperson, a gift, yes I mean a capital letter gift, when we help our client, our prospect, define and articulate what their problem, fear or frustration is, what they need some help with. So our clients often walk around with the general, vague idea that things aren’t the way they want to be, but our sales process, the quality of the questions we ask help our prospects define and articulate what’s not working for them.
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