Fran Pratt explains how reframing sales calls and meetings as opportunities instead of obligations changes everything. When you see each outreach as a chance to learn and help, you ask better questions and engage authentically instead of treating it like a chore.
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Hello and welcome to the latest video by me, Fran Pratt, from Kiss to Sell. I have to tell you, 2016 has been a great year for me so far. I know we're only one month in, but I'm very proud of myself because I made a commitment to myself that I was going to reclaim All these things in my life post-children. So one of those was reclaiming my body, and I've been going for walks every morning. So I'm feeling really thrilled about that. And to be honest, it's not every morning, but it's most mornings. And I was reading something the other day that only 4% or some ridiculously small amount of people actually keep their New Year's resolutions into February. So I'm nearly there and I'm going to do it. Yay! But on one of these walks, I was listening to a motivational speaker and he was talking about the difference between the obligation and the opportunity. And I thought, that is so great. I really want to share that with my Kiss to Sell tribe. So here I am sharing it with you. And let me explain to you why that's relevant In sales and selling. So let's think about the obligation. So many people that I coach in sales who really feel uncomfortable about it, they think— they're thinking, oh my God, the other person doesn't want to do this. I know I have to. I know I have to get more clients. I know I have to get more sales, but it feels disgusting because it's all about me and it's I'm needing this from the other person, etc. And what they're thinking about, if we think about that from the obligation perspective, is they're thinking about the obligation. What's the minimum that they have to do? So, oh, I won't call this person, I'll just send them a text. Or, you know, I really don't want to spend a lot of time talking to this person because they probably don't want to buy from me. So that's an obligation mindset. And it got me thinking, how do we change that? And one of the things we can do is rather than thinking about things as an obligation or something that we have to do, I want you to start thinking about them as an opportunity. So let's think about that. Suddenly, if picking up the phone and talking to someone or talking to someone new, etc., is, um, an opportunity and not an obligation, then it changes everything that you do. So an opportunity— what do you want to do with an opportunity? You want to learn about it, so you ask questions of the other person. What do you want to do with an opportunity? You want to explore it. So suddenly it becomes something that you do with the other person and not to the other person. So, um, When you go out there and talk about your business and listen to people and engage with people, I don't want you to think about it as something that you have to do, an obligation. I really want you to think about it as something that you want to do and an opportunity, an opportunity to explore what people need and how you might be able to help them. So I'd love for you to get out there and look for some opportunities because they're everywhere, and I'd love for you to share how this has helped you in your business. And I know that I'm going to be so proud of you. So thank you very much for listening, and for the love of sales— because I really do love it— I'll see you next time. Bye!
