A Mindset Shift for Phone Prospecting - Think M.A.I.N.

At BWST, we don’t profess to be psychologists, but we think most salespeople expect rejection from phone prospecting. They get in their heads and start projecting negative thoughts onto the process: “When I call, I’m probably going to interrupt them.” “They’ll think my call is spam,.” “They're not going to  be interested in what I say.” Most humans speak at a rate of 125 works per minute, but we think at four times that. So, there is a huge opportunity to refocus every sales rep’s mindset about the phone. In addition to a lack of calling “dials” and the psychology of the fail, most salespeople don’t prepare. These same salespeople also succumb to the pressure for call volume vs. call quality.

POINT: Preparation and quality are winning the day. So how can you prepare efficiently? Think M-A-I-N, like Main Street:

M - The Market or industry your prospect operates in – key trends, people, Wall Street reaction

A - A is for the Actual or company. How are they doing financially? What’s their culture? Growing? 

 I - I is for the Individual title and role. What are their personal self-interests? What’s changing for them? 

N - N is for Networks. What are the trusted pundits and thought leaders sharing about the space? 

When you can solve for MAIN, you have the ingredients for a value hypothesis and fodder for your messaging. The good news? your competition is NOT doing this!

For more information or to have Bill support your team in their breakthrough prospecting, please send a message to Bill directly at bwalton@billwaltonsalestraining.com.