Posts Tagged Sales Motivation

Seven Habits of Highly Resilient People

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.

Top PerformerHave 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.

 

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Three Steps to Getting Out of a Sales Slump

When you find yourself in a sales slump, you can do one of two things: you can wallow in pity and nestle into that slump until somebody drags you out, or you can take initiative and climb out yourself. Obviously, the second option is best. When you take control of your sales slump, you increase in confidence, develop new skills, and give hope to those around you who may also be experiencing slumps of their own.Sales Slump

Getting out of that sales slump doesn’t require Herculean effort; you can accomplish your mission by taking the following three steps:

Re-examine Your Goals

In the hectic day-to-day busyness of your job and personal life, it’s easy to get spread too thin and distracted by all that you have to do. When you’re in this frame of mind, your work suffers, and you can find yourself in a serious slump.

Take a step back and re-examine your goals. You may have started focusing too much energy on areas of your job that are less important, and this can lead to a serious sales slump. Ask yourself the following questions:

  • What is my ultimate career goal?
  • What do I want to accomplish by the end of the year?
  • Which of my daily activities do not get me closer to my goals?
  • What changes can I make in my schedule to devote more time to my most effective sales tasks?

If you’re really honest with yourself about these questions and then make changes to your routine, you’ll see results fairly quickly.

Try a More Personalized Approach

If your old sales methods just don’t seem to be working anymore think about ways you can personalize your approach to get yourself out of that sales slump. Here are some ideas:

Research before you contact. The Internet and social media make it easy to learn about a person or company before you approach them with a sales pitch. How does this help? It gives you insights into their needs, which you can address when you talk with them. For instance, if you know a company is opening a new department and will need a lot of new office furniture, which you sell, you’ll be able to time your meeting just right.

Expand your online network. Through LinkedIn and other social media sites, you can get to know contacts better and even make new contacts. Through social media, it’s easy to engage in discussions about what’s going on in your industry. This gives you an edge in personal conversations; you already know what people are thinking about.

Try asking insightful, open-ended questions. As you speak with people during sales calls, give them an opportunity to open up to you by asking thought-provoking open-ended questions. These kinds of questions get people thinking, and they’ll see you as a person who thinks through all sides of a question and not just a sales rep trying to make a quick sale.

Improve Your Follow-Up

When you get rejected, it’s natural to want to forget the whole thing and move on, but if you learn to successfully follow up with potential customers you may climb out of that sales slump much faster.

The key to following up is to track everything. Keep track of your phone calls, emails, sales appointments, and personal meetings at conferences and events. Schedule a time in your day to focus solely on following up; otherwise, this task easily becomes one of those you wish you had time for. The truth is, though, that successful sales reps find following up to be a critical component of their success.

Now is the time to get out of that sales slump. You can do it by re-examining your goals, trying a more personalized approach, and improving your follow-up. Once you’re out of your sales slump, continue to use your new successful sales slump avoidance strategies.

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Dealing With Your Emotions

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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Life’s Difficulties

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

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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Dealing With The Work Environment

Not everyone works in a positive environment. Salespeople can go for days dealing with one unhappy, angry, or dissatisfied customer after another. They can experience bouts of rejection that last for weeks. But it’s possible to maintain a happy mind-set, despite being surrounded by negative circumstances.

According to the author of “The Happiness Advantage,” only 10 percent of happiness depends on our external world. The other 90 percent depends on how our brain processes the world. So instead of focusing on the problems, mistakes, and dangers that might surround you, make a positive choice to look at and be grateful for the good things in your life.

Originally posted on Personal Selling Power ™ Daily Boost of Positivity – July 20, 2012

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Dealing with Success

Success can sometimes breed complacency. After a successful meeting with a prospect, it’s easy to slip into complacent behavior. You might allow yourself a longer lunch break or avoid making more cold calls.

But remember: there is no such thing as a sure customer. And perhaps even more important, the feeling of complacency slows the pace of other activities that will lead to more success. Follow your plan for new calls or meetings, no matter how good the last sales call was.

Originally posted on: Personal Selling Power ™ Daily Boost of Positivity  July 26, 2012

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The Secret to Good Sales Management

When a salesperson stops growing, momentum stops flowing. For salespeople to be effective, sales managers must grow at a faster rate than those they are managing. Managers who are more interested in status, money, and power than developing their people will lead their organizations into an inward-facing spiral of frustration.

Good sales managers are people builders; they give their people 100 percent support. Good sales managers are team builders; they don’t let individual stars outshine team victory. Good sales managers support the salesperson’s family needs and professional goals.

Originally  posted on Personal Selling Power ™ Daily Boost of Positivity – July 12, 2012

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