How would you rate your sales resilience on a scale of 1-10?
If you find your resilience low or you’re not sure, here are 5 steps to build the sales resilience muscle you’ll need to thrive, because in case you haven’t noticed…life is a struggle and so is sales.
Just like life, prospects are unpredictable, and many times difficult. Difficult to reach, difficult to see and difficult to close. There’s nothing you can do to change the nature of sales. It’s a high one moment and a failure crash the next.
But there are things you can do to prepare yourself for the next unwelcome failures, disappointments, and valleys of selling.
Dr. Stephen Marmer describes RESILIENCE as the ability to bounce back from life’s inevitable disappointments, failures, and pains.
Dr. Marmer goes on to use an analogy that
“if cars didn’t have shock absorbers every ride would be a miserable experience.”
The ride of sales without shock absorbers (resilience) is the same..a miserable experience.
Zig Ziglar said
“There will always be people in your life who treat you wrong. Be sure to thank them for making you strong.”
You see in sales, you must develop the salesperson from the inside out. I’ve always said that it takes more than a sales process to be successful in sales.
Here are 5 steps to move forward in a complex and oftentimes confusing world of selling.
Step 1 Overcome Fragility-Get Perspective
Comfort animals and safe spaces are for the fragile. Fragility is when just about everything offends you or upsets you. When this happens, you spend most of your time being upset, angry and hurt which leads to living your life in sadness, being unhappy and expecting the world to revolve around you. Because after all…it’s never your fault.
I’m not talking about dealing with life-altering events like a loss of a job, a divorce, or the death of a loved one. I’m talking about not being able to deal with sales rejection, or a lack of motivation because…well…the local coffee shop ran out of your favorite muffin this morning.
When life throws you a curveball, put the setback into perspective. Evaluate whether you’re making a mountain out of a molehill. Assess with objectivity. Looking at a thermometer…is the setback over 180 degrees and boiling or is it just an 80-degree simmer?
Ask yourself, “what’s the worse thing that can happen?”. I know you know this, but often the fear of what could happen, actually never happens.
Step 2 Compare
Dr. Marmer suggests comparing the underserved bad things with the unearned good things that happen to you. Most people will realize that the unearned good things far outweigh the undeserved bad things 10 to 1. This is probably true for you too.
This is why I always suggest to my clients to keep a journal of successes..small and large wins. So when you’re hit with a setback, you have clear evidence of all the unearned as well as the earned good things and successes that have come your way.
Step 3 Get Mentally Tough
It’s inevitable that life will hit you with health challenges, relationship difficulties, work issues, and financial hardships. To deal with all that life throws at you, it’s essential to get mentally tough..and the earlier in life you start this, the better!
To start building the resilience muscle, you must push yourself mentally and physically.
Push yourself when you feel unfocused, or distracted. Don’t let your feelings control your success. You have more strength than you realize…why not find out! That’s how you develop resilience.
Step 4 Take Control of Your Life
Although you can’t control circumstances, you CAN control how you react to them. You can’t control other people, you CAN control how you react to them.
When someone says something you don’t like, you have a choice. Feel offended or feel neutral because their opinion is none of your business. If you’re feelings drive how you react, then this is a clue your emotions control you. People who are emotion driven react. People who control their emotions respond.
The late Charles Krauthammer, someone I deeply admire, became a quadriplegic in medical school as a young man from a diving accident. He said he knew he had a choice..die or live and resolve to make the very best of his disability. He chose to live and resolved to finish his medical studies from his hospital bed..which he did without missing a semester. If you’ve followed Mr. Krauthammer, you know he lived a remarkable life. He may have been confined to a wheelchair, but his disability did not confine his life.
Step 5 Be Honest
Be honest with yourself and take a clear inventory of your life. Get clear where you’ve contributed to your own miseries, and have created the speed bumps that have caused you to become derailed. You can learn from this assessment to avoid the same behavior mistakes that make you vulnerable to failure or difficulty. It’s only a failure when you choose not to learn.
Beware of focusing on your helplessness, because this will lead to learned helplessness…a victim mindset. Instead, focus on your power. It’s the greatest asset you have for the capacity to change.
Building resilience will lead to success and a happier life. It will empower you to help others build their resilience muscle!
Do you need help building resilience? Then schedule an introductory phone call with me by clicking here. You’ll never know what’s possible unless you do. Why not do it now!
Christine Harrington is the Savvy Sales Lady, helping sales teams and individuals win more sales through a unique way of selling called Peak Performance Mindset. Christine brings 40 years of selling experience with Fortune 500 Companies, to help you shorten the learning curve, move past your selling blocks and position yourself as a Peak Performer. Sales Leaders, Sales Managers, Sales Teams, Small Business owners and their employees have captured their edge by attending Christine’s Peak Performance Mindset Workshop and Coaching. Learn how she can help you or your team. Get the edge by clicking here.