Monday, October 4, 2010
The Biggest Challenge In Sales
Most experts agree the biggest challenge in sales is managing emotions successfully.
And let's face it. Anyone who sells anything can identify that sales is a tough, mental game.
Following are the Top Five Ways to Manage Emotions:
1) DO THE NUMBERS ANYWAY. That's easier said then done, but when you get the monster out of the closet, you'll usually find he's a lot smaller than you imagined him to be. He (or she) takes the form of rejection (or the fear thereof), time mismanagement, the realization that it's hard work and pressure. Pressure from not doing the work, from not making appointments, from not making the sale, from finances and - perhaps the ugliest of all - from family, friends and peers who don't support you and/or your dream.
2) FILL YOUR BASKET WITH EGGS. Living large off one, large, favorite client is a death sentence. You can get fat off one sale or one client today, but you can starve tomorrow. Another thing it can do is to cause you to forsake the rest of your customers/clients. And, as the old adage goes, if you don't care for your customer, someone else will!
3) DON'T CONNECT POSITIVES AND NEGATIVES TO EACH OTHER. The next person you talk to has nothing to do with the previous person you talked to. Clear your mind before each call to be sure you're not bringing your last experience into the current call, visit, etc. Be on top of your game e-v-e-r-y time ... you never know what the next contact may bring.
4) RESPOND, NOT REACT. When facing a challenge, focus on using logic, not emotion. Become a student of introspection. Aim, then shoot - not shoot, then aim! Embrace challenges as a learning opportunity and realize it all evens out, as results are best measured over time. The bed was made a while ago ... today's result is a result of what you did some time ago.
5) LEARN FROM OTHERS. Turn off the radio and television (except for Big Bang Theory) and read, read, read. Find a mentor a-n-d an accountability partner (not the same thing). While you may be independent, you should never be alone.
If you have any comments, ideas to add, etc. just drop me a line.