There is nothing wrong with nurturing relationships. There is nothing wrong with creating value before claiming any value. Both of these are core principles of good selling (and good human relationships)
But there is something wrong with not believing that you can create enough value during a 20-minute meeting to be able to ask for that meeting without first connecting on social selling, without first developing a relationship, and without believing that you have already proven you can create value. There is something wrong with lacking that confidence.
There is something wrong with a strategy that relies on your waiting for your prospect to raise their hand and tell you that they are ready to engage. There is something wrong with engaging without asking; it reeks of fear, and lacks confidence. There is something wrong with passivity when it comes to prospecting. Too much time is lost, and too many opportunities are lost too.
There is something wrong with preferring one form of prospecting over all other forms and limiting your approach to that single activity. There is something wrong with ignoring other approaches and methods, and using only the methods that you are comfortable with, avoiding the personal growth and development opportunities found in the discomfort of doing what you fear.
The something wrong is a failure to face your fears. The something wrong is a lack of confidence.
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Filed under: Sales 3.0