Posts Tagged ‘sales rejection’

Graham Betchart a sports psychologist & mental toughness coach to professional athletes begins coaching his players w/ 3 plays. These 3 plays set the foundation toward continuous growth that you & I can use…the good news is we don’t even have to run sprints or stadiums to be one of the best!

  • Play #1: W.I.N. stands for What’s important now? Simply controlling the controllables. You can’t control the ultimate outcome but you can heavily influence it. Outcomes can be influenced by the 3 things within your control: Attitude, Effort, & Focus. If your attitude is one where you’re walking around blowing your breath in big huffs- looking like a big ass eye roll emoji then you’re going to get back what you put out- negative results. But if your attitude is that of being open minded- in his book Principles, billionaire investor Ray Dalio calls it being radically open-minded, this mindset keeps the channels of your mind open and flexible. Look, things are going to ebb & flow- some things will bounce your way, other times, even when done perfect will not, but you’ve got to keep the attitude and keep plugging knowing things will swing to & fro. If you think about the times that you’re all pissed off, you usually have a rigid, closed mind, don’t you? You’re also in control of your effort- concentrate on giving full effort to each day, customer, & encounter. I find that when your attitude trails off you tend to be more me focused– worried more about what you’re getting & less of what you’re giving. You just give it all you got- you’ll get what you deserve. You also control your focus. Ask yourself, What time zone am I in right now? We live in 1 of 3 time zones: Past, Present, or Future.The only one that’s productively real is what’s happening right now. Stay local (not loco).
  • Play #2: Be present. Graham says it’s reeeeel easy to play present when you’re winning and everything’s going right- but can you play when your in the shit spin cycle of Life…can you play present even when you’re in pain? Graham has a saying that I love & use that re-centers me back to the present when I feel like I’m starting to drift into the past or future, “Play where your feet are.” It’s an instant slap back to reality- where are your feet right now? Play there…
  • Play #3 Next Play Speed: Athletes don’t have time to get hung up on a blocked or missed shot- Graham coaches his players to hurry up and get into the next play. This prevents them from getting stuck in an action that has already happened. Whenever I don’t do well with a previous customer, I try not to park & bitch about what I did or didn’t have/do- no, I quickly get back in the mix by looking for the next play- the next opportunity or activity that I can possibly capitalize on.

So that’s it! 3 plays is all you have to remember & run today. W.I.N. (What’s Important Now); Play Present, & Next Play Speed.

Blow the whistle- You’re in!

I’ll see you on the Blacktop!

Listen & Subscribe to my daily 5 min podcast The Sales Life w Marsh Buice found on iTunes or anchor.fm/marshbuice

I had a salesperson that I just couldn’t seem to get her to work with more customers- being she was new, I would repeatedly emphasize to her to work with more customers, but when they would come in, she’d usually fall back & let another salesperson Up (catch) them. I couldn’t figure it out..she knew her product, she was technically sound, & she was used to competing against the boys because she came from a male dominated industry …so what was it? When asked, she responded, “Marsh, I don’t have a huge need- the other salespeople around me have to struggle to make a sale in order to pay rent & car notes- I don’t have a huge need so I don’t need to make much.” Leaning back I asked her, “So what’s your end game…” to that she told me that she planned on being in the car business a long time. “Then if that’s the case, you’re not doing yourself much good- here’s why…

First, you can’t teach what you don’t know & you’ll never know until you first do. In his biography, Arnold Schwarzenegger said the 3 keys to him becoming a 7x Mr Olympia, successful businessman, & one of the highest paid actors at the time in Hollywood were reps, reps, reps.”

Reps weatherproof your career. You’ve got to work with hundreds of experiences, objections, scenarios, & obstacles while fading & maneuvering through thousands of rejections not only so that you can learn, but so that you can pay it forward and help others succeed who are starting out as well. Reps also give your customers the needed assurances that you can help them with their current situation because you’ve helped other customers maneuver through similar circumstances as well.

This brings me to my 2nd point,” I told her, “When you’re not working with enough customers, not only do you not possess enough of the necessary skills that they desire & deserve, but not working with enough customers means that you’re OK with them buying from an inferior salesperson- if you say that you’re here to help customers, then you’ve got to follow through with actions to those words.”

Which brings me to my 3rd point,” I quipped, “Do you have kids?” She told me that she had a boy and a girl- Mason & Madison…”Do you want them to do well in life,” I asked knowing she’d say yes. “If you want them to do well, then be their teacher- set the example because they can’t be what they don’t see. The reason why so many struggle as adults today is because, no one played the part…no one showed them the pattern… no one chalked the outline, nor showed them what they could be because no one helped them see…no one showed them more so they’ve accepted less.”

You must do well…you must reach beyond your comfort zone…you must dig deep and get back up…you must set audacious goals & kick the door in when Life tries to slam it in your face…you must reach higher because this isn’t just about you.

It’s way bigger than that…

….but first you’ve got to set the bar.

I’ll see you on the Blacktop.

thelittlebookoftalentI like Daniel Coyle’s book The Little Book of Talent: 52 Tips For Improving Your Skills-now he also wrote The Talent Code which is a good book about how individuals unlock their talent-a book that we’ll chop up later, but today I want to talk about something I hope that you’re doing every day…and that’s making mistakes-not only making them, but more specifically what you do after you make them. We don’t like to make mistakes-mistakes make us vulnerable to others…it exposes us to being laughed at, talked about, sneered at, pointed to, written up and even fired-and that’s just on the outside. The internal game -what’s going on the inside of us is even worse. When we make a mistakes, we begin to lose our internal mojo-our self-confidence, but self-confidence is a very strange thing: if you try and fail your self-confidence slips a notch…but if you don’t try for fear of failing, that too causes you to lose your self-confidence because you’re not producing- so it becomes one of those damned if you do..damned if you don’t scenarios. So here’s my thing, if you’re going to expose yourself to the possibility of losing your self-confidence either way, then why not lose it in the only direction that you have the possibility to not only gain it back but also inch it forward-and it sure as hell ain’t by sitting around…you’ll gain confidence and skills through making mistakes because as Coyle says in Tip #22, “Mistakes are your guideposts for improvement.” Coyle discovered brain scan studies that revealed that .25 seconds-a quarter of a second after making a mistake we do 1 of 2 things: We either ignore the mistake or we look hard at it…

I’ll add a third to Coyle’s findings…

We justify the mistake. We justify why we did what we did, then ignore any sort of corrective coaching or measures thereafter. Some of the most intelligent people ask, “How could I have been wrong in the action that I took..” instead of justifying why they could’ve been right.

Don’t wait to look at the mistake- look at it right away. Players know this- as soon as they come to the sidelines they’re looking at their tablets trying to figure out how they threw the interception, how the ball was stripped out of their hands, or why they were called for pass interference- they don’t have time to explain away the mistake nor do they have time to deal with the mistake later- they analyze & correct immediately because the game is still going on…

So is yours…

…precious time is ticking away while you’re either standing around explaining (to those who really don’t even care) or you just flat out ignore one of the greatest teachers the Universe has to offer: Mistakes.

So do me you a favor…1) As long as they are not illegal, immoral, or unethical, make many mistakes today and right after you make them, 2)Look those mistakes right in the mouth- don’t wince or shy away from them…don’t blame anyone or anything for them. Own them- if you accepted the wins then you sure as hell have got to own the losses. Find & improve your mistakes. And as Coyle’s Law states, “Take mistakes seriously but never personally.”

I’ll see you on the Blacktop.

Subscribe and Listen to my daily podcast The Sales Life w Marsh Buice on iTunes or anchor.fm

Many times when we miss a result we get discouraged don’t we? In sales when you’re working with a customer for hours, days, even months only to result in not making a deal(!!!)… you get discouraged…you get down…you get frustrated because you “missed” a sale. Or say you tried out for a team, submitted a paper for publishing, posted a blog, called on a new client, or had a one on one meeting with an advisor for school, counselor for your kids, or just someone that you needed a favorable outcome with and you didn’t to get it… you may think that you missed, but you didn’t …because what you “missed” actually becomes your momentum.

I tell my sales people all the time to feed the machine – meaning feed the action… feed the effort… if you feed it, the results will show and when they don’t “show”… when you feel that you missed, I want you to look at it differently. Look at it as momentum-at least you’re taking action, hell most people don’t even do that… they just sit and hope that something will come around, but hope is not a strategy. Look, I’d rather you try and fail than succeed and never trying because the action that you took- no it didn’t result in a cashable outcome, but it does still have value.… it’s called Feedback.

Feedback is a good thing…good or “bad”…favorable or “unfavorable,” use the feedback to tweak and refine your next approach, phone call, meeting, or submission.

Feedback is the noise that you get back – the bounce back from the effort that you made. Musicians know all about feedback… when they get on stage they do a sound check because sometimes their mic gives that deafening ring – that’s Feedback and the sound engineer makes the necessary adjustments so the sound comes out clear and crisp when they get ready to perform…your process needs to be the same way. When you step onto the stage with a customer…when you step onto the grand stage of Life– sure your initial try may be ear piercing feedback, but make the necessary adjustments….

Musicians don’t walk off stage due to an foul sound- no they adjust- not only initially but all throughout the performance… so should you…

Whether you’re slaying it today or just flat ass bombing, make the adjustments with the feedback that you’re receiving – don’t personalize or internalize it, just keep working it…

…& if you “miss” the result keep in mind that you made the momentum. Make the adjustments and keep on rocking.

I’ll see you on the Blacktop.

***Catch & subscribe to my daily 5 min podcast The Sales Life w Marsh Buice on iTunes or anchor.fm

alone on deck

Showing up today matters.
It matters that you show up on time for work.
It matters-even if it’s 2 words or 2 sentences- that you find something worth writing down today that will help shape you into becoming better than you  were before you captured it.
It matters how quick and how many customers you are willing to get in front of today.
It matters that you are brave enough to pick up the phone and risk hearing a customer reject you instead of hiding behind a text message.
It matters that you ask your customer optimistic building questions instead of pessimistic, narrowing ones.
It matters that your customers demo the vehicle.
It matters that you write your customers up.
It matters that you persistently press forward beyond the 1rst, third, and 4th No.
It matters that you turn your customers over to let a fresh face help you.
It matters that you follow through after the sale-you not only need your clients to make your month, you need them to make your career.
It matters that you remain walking with your customers during the frustrating moments-the moments when the warranty they paid $2500 for won’t cover the repair.
It matters that you follow up and stay in touch with your customers’ lives not their wallets.
It matters that you help others regardless of what’s in it for you.
It matters that you’re willing to be a student of your profession.
You showing up today matters because everything you do (or don’t do) is significant to the outcome of your day, month, year, career, and your life.
(Yes, your life.)
What you do matters, but the emphasis of those matters have the wrong meaning.
When a customer hangs up on you…
When a customer won’t get out of the car and give you a chance to help them…
When a customer gets annoyed because you can’t tell them a price or tell them what their trade is worth in the first 30 seconds of meeting them….
When a customer won’t demo…
When a customer refuses to come inside “for your business card”…
When a customer  jumps across the street and buys from your competitor because you didn’t turn them over…
When a customer goes off on you because you dropped the ball while their car was in service…
When a customer won’t return your phone calls…
When a customer gets cold feet after agreeing to buy…
Failing matters, but it doesn’t give a meaning to what you are worth.
The ill moments-the moments when you screwed up, blew up, got yelled at, or were left standing alone should be tied to matters of the day not meanings of your heart.  What you do has to matter-showing up today, facing the giants in your life, has to be worth it…if it’s not worth it, don’t show up. Pivot and find something worth showing up for. What you do today has got to be so significant- so important to you, that the implications of what you do is higher than the outcome that it may produce. 
 
The outcomes only define how well you did something- they don’t define who you are or what you’re worth.  
 
Rejection is a lesson in self-education not self-worth. Use the losses, defeats, setbacks, and almosts as education not excuses. While circumstances are the banality of most, you forge ahead, working and reworking today’s defeats into tomorrow’s victories.  Sure rejection hurts- we don’t like the sting of hearing NO and the stains that it internally leaves behind;  we don’t like the fact that we poured out two hours of our best efforts only to have our customer go down the road to save a few hundred bucks. Rejection hurts, but you must not let it kill you.
Rejection has matter not meaning- the significance of what you do and how you do it matters. How much you’re willing to give to that matter is what has meaning.
I’ll see you next time on the Blacktop.

 Have you ever noticed that all head football coaches seem to say the same thing at a press conference? When boiled down, they invariably say something like “They’re a good team; we have our work cutout for us; we’ll be ready to play.”  That’s it! It makes you wonder why there are press conferences anyway-they give no insight into the challenges, weaknesses, fears, injuries, nor conflicts they may be internally facing. The only sound bite we get is ”They’re a good team; we have our work cutout for us; and we’ll be ready to play.” They do this simply because they don’t want to reveal any distinct area that could give their opponent the advantage to win. 

As a sales professional, you need to hold your own press conference every morning. You are the head coach, captain, and member of a team of 1. When you hit the ground this morning,  give yourself a sound bite that there will be opportunities mixed with challenges; effort in the face of complacency; and execution due to preparation. Stop holding press conferences for yourself and others- offering insights of your frustrations, insecurities, aggravations, and injustices-for one: your audience (i.e. other salespeople) are glad it’s you and not them and two: negative speech = negative action = negative results. Stop griping and start grinding. 
  • “They’re a good team.” Respect the fact that there will be opportunities today that will be laced with rejection, negativity, defeats, and setbacks. Don’t avoid making a mistake today-you can’t win a game in a clean uniform, instead go out there and get dirty by failing early and often-that’s where the greatest growth and opportunities are found. Ironically, at the first stain of rejection, most of your fellow salespeople will turn back and sit on the bench of mediocrity. Opportunities are only revealed to those who are willing to keep showing up. 
  • “We have our work cutout for us today.” Your opponent isn’t your customer-it’s you. It’s who you were yesterday; your choices; what you allow; what you did and didn’t do-you took a 2 hour lunch, hid in a van and watched movies, and hung out in service all day when you could’ve caught up on product knowledge, perfected your walk-arounds, and followed up with sold and unsold customers. Say to yourself, “I have met the enemy and the enemy is me-the me who says it’s good enough, maybe tomorrow, I’m going to.” 
  • “We’ll be ready to play.” Stay ready-don’t get ready. Stop reacting to your day, be your own “whether” man. Most salespeople react to the traffic (or lack thereof), weather, or the attitudes of others. Find an alternative route to your day-while they’re standing around waiting for something to happen, you go out there and make it happen. Talk to service customers who are waiting to get their oil changed; introduce yourself to the guy standing in line at the gas station, call EVERY-nice, rude, or indifferent customer you’ve worked with recently. Just like you used to throw the football up in the air and catch it in mid-stride, hurl common objections at yourself and practice smoothly overcoming them. Learn the art of persistence-most salespeople stop at the customer’s first No-practice finesse by pulling the layers of No’s back hearing the intent behind their objection so that you can offer other, more suitable alternatives. 
Sound bites are for others-insight is for you. Huddle up.
 

If you think you’re good, there’s always room to get better. 

But if you think that you’re the best-well that’s the very day you’re at the doorstep to becoming the worst.
Success isn’t an arrival but instead it’s a series of continuous departures. And your only competitor is the man you were yesterday. 
Your greatest fear should be when you land not when you takeoff. 
Touch but don’t ever land.