“Always plan to leave that prospect and a buyer better off no matter if they buy or not and that is the focus of how you deal with the unplanned and the unexpected.” – Meshell Baker in today’s Tip 1171
How about you? Do you plan for the unplanned?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Here’s your weekly dose of the amazing Meshell Baker to help you get your head in the right place to have a great sales week. Here she is:
Meshell Baker: Hello, Welcome to today’s Daily Sales Tip, Plan for the unplanned. Yes, this is absolutely a real thing. So often sales professionals are sidelined and derailed by the unplanned and the unexpected, when things don’t go as you anticipated, many people freeze and are like a deer in headlights scrambling to turn things around in their favor, operating out a sense of fear, scarcity and lack of their unlimited abilities to really turn and steer things in exactly the direction that is favorable for you and your buyer and your prospect. So I’m going to give you 4 tips today to really keep your mind focused on success on that sales success for you and the value that you are bringing to that buyer.
So the first tip is to pause. This is one of the hardest things for not just sellers, but for any professionals to do when things, when the unplanned and the unexpected happen and especially if it is something that is causing fear. However, when you act immediately without thinking, you are responding in fear. You have sat there and looked at what’s going wrong and you are attempting to fix what’s wrong, which means you’re focused on what’s wrong.
What I am sharing with you is when you pause before you act, when you assess, when you look at everything, the whole scope of what has happened, what is the desired deliverable for your buyer and your prospect and how can you still get that incredible value to them in the midst of what has just transpired. You are focusing on the belief in value and it helps you to be more creative. It reminds you who you can contact, what you already know, what you have assessed. Maybe it could be something as simple as following up with them with a phone call to reassure them that things are still going in their favor. However, this is the biggest step is to pause and assess before you take action and focus on favorable, valuable outcomes to the buyer. Not the fear of fixing it, but instead the favorable outcomes of what you want to create.
Remember second, don’t assume that things that you don’t want are bad. Many times, just because it’s not happening in the way you think it should doesn’t mean that it’s not working in your favor. Always assume the best that no matter what has happened, this is still working in your favor. Remember, in sales, in life, many things don’t go exactly the way you want them to, it is your belief. Remember that emotion that we talked about, your response. If you’re responding and thinking fearful thoughts of this is so wrong. I can’t believe this is happening. You are moving towards the direction of creating and generating more fear instead of the faith that things will work in your favor. So assume the best that you know enough and this is amazing, this is still happening and I am still going to deliver incredible things.
Planned for everything to turn out well. Again this is the assessment. So once you pause, you take a breath you assume it’s still going to work out in your favor, then you rewrite the plan. It just might mean that you need to recalibrate the timeline, add in additional conversations, change the contract. However when you don’t sit still and plan that no matter what this has transpired for the unplanned and the unexpected that I’m still planning for this to be successful, sometimes you might not even know exactly what that looks like. However the minute you stop believing that all will turn out well it will not turn out well. So create a new plan and that might mean contacting and connecting with that buyer prospect again.
And then trust in your abilities. Have the confidence to understand that this is part of being a top performers. Top-performing, high-performing sales professionals are able to adapt. They understand that being inconvenienced, being uncertain, being uncomfortable in the midst of the unplanned and the unexpected is part of your job. Nothing is going to derail you from being successful and always remember, no doesn’t mean not never it simply means not now. Always plan to leave that prospect and a buyer better off no matter if they buy or not and that is the focus of how you deal with the unplanned and the unexpected. Hold the belief in your mind create a plan, assess, contact whoever you need to talk to, to talk it through, and continue to move in the direction of success no matter what you see, feel, hear and think. Have a great day selling.
Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!