Exchange “Worry Time” for “Training Time” Part 2
STEP 1. Exchange “worry time” for “training time”- This leaves you no time to worry.
STEP 2. The hurt of losing a sale can begin to heal when you start training. Don’t give into the hurt. Focus your energy on training and being productive.
Anybody who is being truthful with you about professional sales will tell you that even the best, from time to time, are going to lose a sale. The following are three additional steps to help you cope with the worry that often accompanies a lost sale:
STEP 3. Exchange the energy you use to feel the grief that comes with the hurt from losing a sale and start reading and/or writing. Read a book on sales training, leadership. motivation, sales techniques, or anything that will get you focused on success. The idea is to quickly get redirect your energy toward planting the seeds for success and avoiding the wasted time spent on dwelling on the negative.
Read something you enjoy or something that interests you, like history or a biography. It will take your mind off of your worries and put you in a place where you can be more productive.
Start writing your next presentation. Write a list of the things you want to improve upon.
Instead of grieving and propelling yourself on a downward spiral, use that energy to be proactive. Read and/or write!
STEP 4. The fear of losing a sale when making a presentation causes worry. That worry can easily be replaced with feelings of strength and confidence when you train. Preparing and practicing is a far better way to use your time and it will result in closed sales.
Fear of losing a sale or fear of failure is very real and every professional sales person has experienced it. However, when you are training and preparing, you gain confidence in your abilities by establishing expertise. Fear diminishes.
Alexander Graham Bell, the inventor of the telephone, said “Before anything else, preparation is the key to success.” There is nothing to fear when you have done your best to prepare for any eventuality. Roleplay. Go over and over your presentation until you are confident. The more confident you are, the stronger your presentation will be. Strong presentations land more sales.
STEP 5. Sales is a forgiving career. You learn from your successes and your failures. You will experience many successes in your career as a professional sales person, but no matter how good you are, you are going to fail on occasion. It is inevitable and beyond your control because there will be factors that impact a sale that have nothing to do with you.
I say that sales is very forgiving because in one minute you can fail, learn from your mistakes, and in the next minute, win the next sale. When you win sales and focus on training and learning, you eliminate worry. Critique, correct, and prepare. You will get the next sale!
Stop worrying, grieving, and hurting. Start training, reading, writing, and building confidence!! More sales. More success. More money. Live the life you want!!
Final thought for managers:
When you have a sales team that worries, understand that training can eliminate worry and get your people excited. Training your staff is like giving them a new toy. Once a new technique is given, your team will be eager to practice and share what they have learned. Kind of like being excited to play tennis with a new racquet or take a hike with new boots. Training provides a new tool. Your staff will replace worry with motivation and excitement.