You have hit a rough patch. It seems that everything you do is not working. You are getting further and further behind from your goals. You have not changed a thing and all of a sudden it doesn’t work. You are beginning to wonder how this could have happen. Then you get that next ‘no’ and you are even thinking that you may have to leave the industry that you love so much. What’s the use? I’m giving up.
Sound familiar? If anyone has spent any time in the sales game, the above has happened and probably more than once. If you have never experienced it, don’t worry, it’s coming. The number one thing that we must all be aware of is that it is going to happen and possibly multiple times. However, how you handle it, until the next time, is again what separates the salesperson from the sales professional.
For starters, the professional will know exactly how not to get that final ‘no’ that breaks the proverbial camel’s back. As I have written before, they recognize that the best sales call that you make could be the one that you don’t make. There were and are times in my own career when I have recognized that making the next call would be disastrous not only to me, but also to the client. Think about it, if you are not mentally, as well as physically prepared for the call, then what service are you doing for that client.
Next, let us look at the fact that you have not changed a thing. How long ago was it since you changed your presentation, techniques, or even your attitude towards business? If it was more than six months ago, I have to the bearer of bad news, but you are now using an outdated model. If you do not continually change with the evolutionary state of business, you will be getting further and further behind in your goals.
Finally, I would like to discuss that ‘no’ that we all get in our profession. I dare anyone to come up with another profession that ‘no’ is so prevalent. Again, go back into the archives and re-read the blog on I/R where we differentiate between you and your essence and that of your profession, or, the role that you play. For example, if you are caught speeding and get pulled over, is the policeman punishing you as an individual, or is he giving the ticket to a person who is not performing the role of a driver very well? If you play a sport and cause a turnover that results in a score for the opposition and then get ridiculed, are they ridiculing you as a person, or as a role of participant. If a prospect says ‘no’ are they saying ‘no’ to you as a person, or, to your offering and/or presentation, as well as price, delivery and fit? You see, there are many reasons you may have gotten that ‘no’, but personally is never one of them because it is not you, but rather the role that you were playing at the time.
The minute you think of giving up, think about why you started in the first place. Remember, you will succeed.