People aren’t targets.
They’re not wearing a bullseye on their chest, waiting for predators (salespeople) to shoot arrows at them.
Thinking this way is part of the reason salespeople have a bad rep.
If you want to start conversations with strangers, stop using language that turns people into targets.
Because it leads you to think about people as objects you hunt and add to your trophy case (pipeline).
When your intent is to collect targets, you behave in ways that feel pushy.
You lie by omission.
You don’t take no for an answer.
You turn up the pressure by putting a time limit on offers.
Whenever people feel sales pressure, they enter the Zone of Resistance (ZOR).
The ZOR is a reflex reaction to self-serving salespeople that out their best interests first.
What’s the way out?
Detach from the outcome.
You’re for some people, but you’re not for everyone.
Be curious about how others get the job done to determine IF they have a problem rather than assuming they have a problem.
Here’s what that might sound like on a cold call:
Coach Anna: “Hi Josh, Coach Anna. We’ve never spoken, and I know you weren’t expecting my call. Are you able to talk for a brief moment?”
Coach Anna: “Thank you. I’m working with several athletes in the Boca Triathlon Group and came across your name. So I was wondering, do you have any races coming up, or are you sitting this season out?”
Letting go of assumptions lowers the ZOR.