Posts Tagged Positive Thinking
Seven Habits of Highly Resilient People
Posted by Rick Pranitis in GENERAL DISCUSSION on February 27, 2015
The greatest glory in living lies not in never falling, but in rising every time we fall.”
– Nelson Mandela
Success is seldom a straight road; it almost always involves many detours and dead ends. It takes tenacity and determination to keep going, but those that do will eventually reach their destination. For example, Thomas Edison failed over 1000 times but continued on despite being ridiculed by the media and those around him. What is it about those that refuse to quit long after most would have given up that makes them different? There are a number of attributes that consistently stand out amongst those who tenaciously follow their own path in life.
Have a highly developed sense of self
People who are able to develop a strong sense of who they are and what matters to them are much better able to resist external influences that will keep many people from reaching their potential. They are able to draw strength from within and therefore less likely to be influenced by what others think of them. This strong inner strength helps them deflect criticism, alienation, ridicule and other factors that everyone who forges their own path, inevitably faces. While they do make strong connections with others they have powerful internal filters that allows them to block out and ignore information they don’t find useful or of benefit to them. They are internally driven and believe that they are the best person to know and decide what is best for them.
Look for a positive take away from every situation
When things don’t go according to plan, resilient people look for the learning in the situation and the lesson they can take away. They don’t view failure as final, rather a necessary learning step that will take them further along the path. Instead of taking setbacks personally, they are seen as an inevitable part of the learning process and mentally prepare themselves to deal with them. Resilient people do not lose the lesson when they fail to achieve their objectives. They are mentally prepared for setbacks and expect the goals that they set will require a lot of time effort and therefore lose little enthusiasm or confidence when things don’t go according to plan.
Take a long term view
Resilient people are prepared for the long haul, fully realizing that anything worth achieving will be difficult and will take a great deal of time, effort and persistence. Despite not seeing any immediate results of their efforts, they are keenly aware that what their lives will look like in the future will be determined by their efforts today. Their strong sense of the future motivates them to take action even when they see no immediate benefit and don’t feel very motivated in the moment.
Have highly developed sense of purpose
Whether it is a belief in a higher power, a strong sense of purpose, or a great sense of humor, resilient people have sources of strength they can rely on to get them through difficult situations. This decreases their sense to belong and rely upon others for motivation. They see their lives beyond the everyday routine and strongly feel the need to follow their own vision. Their motivation is intrinsic and they cannot be easily dissuaded from their chosen path by others.
Don’t get frightened by uncomfortable thoughts or not having the answers
Most people believe that not knowing how to do something and not being able to, are one and the same thing. Highly resilient people don’t let not knowing how to do something stop them. They believe that they will find a way. They have faith in their ability to overcome whatever obstacles are in their path. Expecting to find new situations uncomfortable and difficult, they are willing to accept this as part of the process.
Selective in whom they look to for guidance and inspiration
Highly resilient people don’t suffer fools. It’s not that they never look to others for guidance and direction, it’s that they are very selective in who they chose to follow. They look for mentorship in people who have achieved greatly and whom they admire. Once they have found the people they chose to follow, they soak up all the information, guidance and inspiration they can by reading their books and listening to their spoken messages for insight.
Find healthy ways to recharge and nurture themselves
Resilient people are no less susceptible to pressures and life’s stressors than anyone else, but they have developed healthy coping mechanisms they know can be counted on. Whether it is meditation, exercise or an all-encompassing hobby, they have proven methods that allow them to recharge their energy and get back into pursuing their passion. Personal growth and development for them is not a passing interest or flavor of the month, it is a way of life.
This article was originally posted to the Business 2 Community Blog by Harvey Deutschendorf on February 9, 2015.
Dealing With Your Emotions
Posted by Rick Pranitis in MOTIVATIONAL on August 31, 2012
Salespeople need to address emotions. It doesn’t help to obsess about rejection and disappointment. It’s easy to fall into the poor-me syndrome or fall prey to negative emotions, such as hurt, anger, or fear. But the most successful salespeople find ways to get over it, stay focused, and continue on.
When you’re feeling down in the dumps, rethink the way you evaluate sales performance. Instead of evaluating yourself on the number of closed sales, look at the progress you’re making in each component of the overall sales process. It’s very possible that you’re accomplishing positive things, such as securing more appointments, making more presentations, and meeting more decision makers.
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Originally posted in Personal Selling Power ™ Daily Boost of Positivity – August 31, 2012
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Dealing with Those Dreaded Objections
Posted by Rick Pranitis in GENERAL DISCUSSION on August 20, 2012
This is a great article by Mike Schultz, publisher of Rain Today. He deals with an issue that continues to plague not just newer sales people. Even some of us veterans to the profession require subtle reminders, the occasional reality check and an attitude boost. I think he covers the topic perfectly, and his advice here should be a revisited regularly – regardless of how long you’ve been selling.
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Your price is too high…
It’s not the right time…
I don’t need your service…
Those five simple words in each sentence can leave you feeling like you just got back from a high school dance: undervalued, rejected, and ignored. (Really, it’s not you. It’s me.) Any of these might cause you to back away when you hear them. With this attitude, it’s no wonder so many sellers wilt upon the first sign of an objection. They shouldn’t.
In fact, objections are often a hidden indicator of interest. They’re always an opportunity to understand your prospect better, and more often than you might think you’ll move him closer to the sale while you address them.
Objections can be overcome. Here’s some insight into how.
Definition: An objection is an explicit expression from a buyer that a barrier exists between the current situation and what he needs to engage your services. In other words, it is a clear signal that you have more work to do in the selling process.
Your objective: Overcome the objection and make advances towards gaining commitment from the prospect with the following caveats firmly in mind:
- The close begins the relationship: In product selling, overcoming objections at all costs is the typical message sellers are taught. This does not work for selling professional services. If you just plow through the objection without addressing it fully, the underlying reason for the objection will usually come back to haunt you. Remember, you have to work with these people once you are done selling.
- Objections often have merit: Most sales training teaches us to “rebut” objections-counter them with logic, arguments, and sheer will power. In selling services, your purpose is to understand the objection fully, isolate it, and respond to it appropriately.
- Many objections take a process, not a quick answer, to overcome: Services selling is complex with many buyers and buying criteria. You may need to build a case for overcoming an objection instead of answering quickly on the fly. Some objections, on the other hand, may simply be questions that have to be answered.
6 Steps to Get Closer to the Sale
Objections are not such horrible things. When the prospect indicates that he is not quite ready to engage your services (he voices an objection), you should not be deterred. As a matter of fact, you now have the opportunity to understand your prospect better and move him closer to the sale by following these six steps:
1. Listen fully to the objection (don’t interrupt or anticipate). Fight the common urge to respond immediately to an objection. By doing so, you will hear what is actually on the prospect’s mind rather than what you think he objects to. You will be surprised how much you can learn about what is actually at the heart of the objection.
2. Ask permission to completely understand the issue. The simple act of asking permission to understand lets the prospect know that you respect his concerns. This further establishes you as a confident consultant.
3. Ask questions, restate or clarify the objection. Make sure you get it right and/or uncover the real objection. Many objections are hiding underlying issues that the prospect either can’t or is not ready to articulate.
4. Choose your response carefully and keep it short. Answer honestly and to the point. Long-winded responses very quickly begin to sound artificial and insincere.
5. Propose your resolution to overcome the objection. Simply enough, describe exactly how you are going to remove the barrier for the prospect.
6. Ask whether your answer or proposed solution will satisfy the objection. Don’t always take “yes” for an answer immediately. Many a prospect will accept the solution in the moment, but once you are out of sight, the objection still remains. Be certain you have moved the sale forward.
It’s important that you don’t disregard client objections. They are a crucial part of the sales process that accomplished rainmakers handle with finesse to move the prospect closer to the close.
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This article originally appeared in the RainMakerBlog ™ as “Dealing with Those Dreaded Objections”
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Life’s Difficulties
Posted by Rick Pranitis in MOTIVATIONAL on August 7, 2012
If you want to grow, learn to face difficulties. In order to grow, we must face difficult experiences. The successful people you admire likely have learned to accept the challenges of growing as necessary and inevitable. They know intuitively how their experiential mind works and seek out experiences that enhance their growth.
Often what holds people back is their inability to put difficult experiences in perspective because their protective and unrealistic thoughts stand in the way of seeing things objectively.
Originally posted in Personal Selling Power ™ Daily Boost of Positivity – July 6, 2012
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Focus on Your Creativity
Posted by Rick Pranitis in MOTIVATIONAL on August 3, 2012
Many sales professionals are incredibly creative – they just don’t realize it. Don’t assume you can’t do something before you even try. Children are too smart to make this mistake. They’re creative because they follow their natural impulses. Adults just need a good atmosphere that promotes their creative power.
Humor, books, and exposure to the arts are important aids in building up your creative self. A team that practices brainstorming in a relaxed atmosphere helps enhance creativity. The best salespeople have a great intuitive instinct; that is the same source of creative energy. Be sure to make the most of this creative power.
Originally posted by Personal Selling Power ™ Daily Boost of Positivity on August 1, 2012
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