12/12/2013 - 05:41

A positive approach to overcoming adversity

12/12/2013 - 05:41


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The results you achieve for yourself and your business will improve if you look at the big picture.

On any day of the week, you get in your car in the morning and you’re ready to go make your first sales call.

In the back of your mind you want to be successful. You know you’re a professional, you know your product line, you know your company, you even know your customer. But the reality is, business is down. 

You may be a little concerned about it. And you have to face the customer and listen to what their situation is while still maintaining your sales attitude. Let me give you a few ideas about what you can think, say, and do in order to create better feelings, better relationships, and better sales outcomes.

There are 3.5 critical elements in creating the best scenario for you and your customer, but the big picture is, your business is down because their business is down. 

The first element is the way you feel about yourself

You can never walk into a sales call thinking that things aren’t going to go your way – because when you do, they don’t.

Rather, you walk in thinking: What can I do to make the situation better? What can I do to help my customer? Who else do I know who may be able to provide help to my customer? What ideas am I able to bring to the table that my customer will find valuable? 

Ask yourself: How strong is my attitude? When the customer tells me what’s wrong, can I convert it to what might be right?

As a salesperson, this thinking gives you an opportunity to be in the right frame of mind to interact with the customer.

It may mean that you have to prepare more the night before your sales call. It may mean you have to study the market more.

It may mean you have to work an extra hour or two helping others build their business so that you can maintain yours.

But in tough times, these are the things that build character, build attitude, and create a career path of success for you – both as a salesperson and as a person.

The second element is your language

Be positive.

While others around you are whining, lamenting, complaining, and worrying, your job is to be strong in your thoughts and in your words.

You have to look at what can be done. 

You have to look at a better way to say things.

You have to ask your customer questions to find out what good has happened, not just what bad has happened.

The third element is your actions

Its the actions you take on behalf of your company, the actions you take on behalf of yourself, and especially the actions you take on behalf of your customer.

Anything positive that you can do, and anything you can add to your customer’s situation now will prove your value to them, not just in these times, but for all times.

Element 3.5 is your sincerity

The words you speak and the actions you take have a silent voice. It’s the way your words sound, and the way others perceive your deeds.

Your sincerity is evident either by presence or absence, and you hold the key.

Your belief system and your genuine desire to be of service will make your words transferable, and your deeds recognised as sincere help.

And just so we’re clear, these 3.5 elements are not just actions to take in tough times, these are sales and personal development elements for all times.


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