Peace builders struggle with sales for a variety of reasons, but the most pernicious reasons are around behaviors.
There are three areas where behaviors can be changed for peace builders to close more sales:
- Determine what kind of prospecting are you doing as a peace builder: active (networking) or passive (website development). The prospecting that you are doing as peace builder may come down to understanding that you have to leverage what you do like (passive prospecting) in order to mentally and emotionally address what you don’t like (active prospecting).
- Determine what the one scary behavior is that you would engage in during the day. The scary behavior goes beyond just writing a blog post and hitting “publish” (although it may start there) and goes right to researching ten local companies and calling their human resources departments. Many times, the scary behavior involves collecting “no’s” as if they are going out of style.
- Determine where you as a peace builder are making excuses to not engage in the act of selling. Whether you have decided to become an evangelist—or a champion—for an idea with clients, or if you have decided to use cold-calls as a way to collect informal information about the market, peace builders often make excuses to get out of doing hard work that’s scary and uncomfortable.
Many times peace builders struggle because the things that they don’t want to do (the scary things) are the very things they need to do to build the sales in their practices.
-Peace Be With You All-
Jesan Sorrells, MA
Principal Conflict Engagement Consultant
Human Services Consulting and Training (HSCT)
Email HSCT: firstname.lastname@example.org