In a mindset course I'm taking from Matthew Ferry (Tom's bro), he asked today: "Instead of asking, 'why is this happening to me?', try asking 'how am I causing this?'
Have you ever asked yourself when the leads are not cooperating if itโs actually a skills problem on your side?
And never ceases to amaze me how often we continue to be our head against the wall, trying or saying the same thing over and over without considering, โgosh, maybe I need to work on my approach?โ ๐ค
Remembering that only 3 to 5% of your prospects are going to be ready to do something today, we still cannot escape the fact that we are often losing even those motivated people because we havenโt taken the time to learn how to
-Ask qualifying questions
-Ask more questions
-Listen
-Provide value
Itโs never going to be enough to simply say โIโm following up, are you ready?โ (more or less.)
We have to practice the scripts and dialogues so we can be present in the lead conversion interaction and actually be helpful. ๐ฐ๐ โ๏ธ