Episode 7
Handling Excuses
We all come up with rationalizations for the things we did not do because those things were difficult or painful. The list of excuses is long. The key is to address them early and effectively. In this episode, Heather and Sabine cover three of those universal excuses and show us how to handle them tactically and philosophically. In the Say That Again segment, they role-play a part of an activity coaching meeting with Sabine leading Heather, a financial Rep, to see why she did not prospect in her appointments.
Episode highlights:
02:43 – Three universal excuses: 1) I’m running out of people to call; 2) I’ve run out of time and I forgot to prospect; 3) I took time to study for my ….
03:09 – There are two ways to tackle those excuses, and you’ll be more effective if you can master both of them: 1) tactical, which is solution-based, and 2) philosophical, which is mindset-based.
03:37 – I ran out of prospects to call – check the number of times they’re asking for referrals against their kept appointments.
07:44 – I forgot to ask for prospects, and/or I ran out of time – ask for details.
10:25 – I took time off to study for my (test, …) - schedule the test, make a plan. Activity has to take precedence.
Say That Again:
14:17 – A role-play of activity coaching meeting. Heather is a financial Rep who had three appointments, but she ran out of time or forgot to prospect in all of them.
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