The Corridor of Uncertainty

Peady’s Selling Engagement sponsored by IRD Prospector

One of the biggest challenges for a media salesperson, particularly those new to the game, is becoming stranded in what I call the “corridor of uncertainty” – a place that hinders sales opportunities and holds back potentially great salespeople.

What’s in the corridor?

  • Uncertainty of medium effectiveness
  • Uncertainty on basic SME business practices
  • Uncertainty about contacting potential clients
  • Uncertainty in dealing with tough questions or objections
  • Uncertainty on handling face to face meetings
  • Uncertainty about how to approach negotiations
  • Uncertainty on closing strategies

Often the doubts that arise in the corridor are driven by fear of the unknown and those fears quickly bubble to the surface when you are meeting or contacting a potential client for the first time.

Lean into it

Get rid of those doubts. Push forward, lean into the opportunities as they present themselves by moving out of your comfort zone and taking control.
What’s your primary area of uncertainty? Negotiating? Enrol in a course that teaches negotiating strategies.
Is it dealing with objections? Talk with your manager or senior team members how do they handle them? Practice their methods, find out what works best for you, test them in the real world.

Bottom line

The more you get out of your comfort zone the more opportunities you will find. It’s a fact.

After all, its a new year, time for a different approach.

It’s also no secret that those who cling to the status quo (their comfort zone) are going to be left behind.

To quote Jewish scholar Hillel the Elder “If not now, when?”
 
 

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.
He can be contacted at [email protected]

 

 

 

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