This fall, Key Notes On Travel has partnered with Jodi Fogel, a senior master trainer at Sales Gravy to present a three-part webinar series titled Sales EQ: The Emotional Experience Matters.

jodi fogel

During her first session, titled The Five Disciplines of Ultra-High Performance, Fogel explained that exceptional salespeople are fanatical about prospecting.

But what does “fanatical” look like?

“It all starts and ends with the pipeline,” she stated. “Prospecting is absolutely critical to [maintaining] a full funnel. Ultra-high performers know that they've got to be fanatical about getting opportunities into their opportunity pipeline.”

Managing the flow is more of an art than a science – and time management is an important piece.

“[Ultra-high performers] also know that there are only 24 hours in a day. Time is a non-renewable resource and we can't get it back,” stressed Fogel. “…It’s the choices that you make with your time that are the single greatest threat to your success. Sadly, most people are at the Feast and Famine Amusement Park, riding the Desperation Rollercoaster. They're going up and down, up and down, up and down. They're getting opportunities, they're getting referrals. Then they start working on those referrals and they forget to prospect, or they think it’s not important. And before they know it, deals have either fallen out of the pipe or they've stalled.”

pipe is life

If “pipe is life,” why aren’t advisors prospecting with fervor? The answer is simple: for many, prospecting is a dreaded task.

Fogel admitted: “We don't like prospecting. You don't like it. I don't like it. Let me tell you why: we don't like to be rejected. We're afraid of it. There's a very biological reason – your brain is wired to keep you safe, to protect you from social threats. We perceive social threats at the same level as physical threats…so we have a very biological response tied to rejection.”

But Fogel countered that advisors shouldn't be fearful of rejection. In fact, it doesn't even belong in the conversation so it shouldn't pervade an advisor's thought dialogue, either. 

“As salespeople, we don't get rejections, we get objections,” Fogel clarified. When a client tells you ‘no,’ they're not rejecting you as a person, they're telling you that they're objecting because that’s what people do when they make buying decisions.”

And at the end of the day, if you still can’t be convinced to enjoy prospecting, there’s this: “For most people, prospecting is the most dreaded activity of a day, but it's also the most impactful. So how are you going to make sure that you get prospecting done? [At Sales Gravy], we like to say, ‘You need to front load your day with impact.’ If impact is hard, just like working out is hard, do it first thing in the morning and get it behind you. As Mark Twain once said, ‘If it's your job to eat a frog, it's best to do it first thing in the morning.’”


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