“Your mentality is your reality so when you enthusiastically and energetically accept that it’s working in your favor you will change your outcomes for the better. ” – Meshell Baker in today’s Tip 1199
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Meshell Baker is back to help us kick off the week. Here she is:
Meshell Baker: Hello and welcome to today’s Daily Sales Tip. Refocus from frustrated to fortunate and it is all about making a CHOICE. And having said that, we’re going to acronym CHOICE. So just seamlessly talk about this topic.
So the C in that CHOICE is Change your mental focus and picture. What does actually frustration mean to you? Does it mean that things didn’t go your way? People didn’t say what they did do, what they say they were going to do? You didn’t hear back in a timely manner. You didn’t get the territory of the leads. So deciding that your mental picture is that no matter what has happened externally, you are still believing in your sales success will help dissipate any level of frustration, disappointment, and overwhelm externally to you.
Another way is to Hear more ‘Nos.’ Many times people get frustrated when they don’t get the responses they want. And no is not a response that people generally want to hear. Especially in sales, we want as many ‘Yeses’ as possible and to acquire more yeses means hearing more nos. So practice hearing nos. If you role play with a friend, get an accountability and go out and make more pitches. The more pitches you make, the more nos you’re going to hear but absolutely, the more yeses you’ll hear and you’ll get better. So your win-lose rate will start to change and you’ll start to win and hear more yeses. Even though you’re still hearing a lot of nos. Remember, top performers don’t worry about hearing no because they know it is just a process to hear more yeses.
O – It’s an Opportunity. So when you get frustrated, remember it’s your opportunity to grow in that moment. Have a growth mindset. Generally, people are frustrated because it didn’t go the way they wanted it to go, which is only one way. This is an opportunity to open and expand your mind to possibility. Just because it didn’t go your way doesn’t mean it’s not going to be successful. Remember, your focus is what drives your outcome. So open up your mind for more opportunities for outcomes to still be favorable even though it did not go your way.
I -Intentionally increase your failure rate. As I spoke about earlier, this is intentionally so set a target each week for how many knows you’re going to hear. That means that you actually know how many your conversion rate. So when you know your conversion rate that I do ten proposals and I win five or I do ten proposals and I win eight, whatever that is. That means that the other number is if I win eight, I lose two. So I’m intentionally setting out this week to hear two nos. I’m going to not have wins. I’m going to hear five, whatever that is, intentionally set that so you have the expectation and it will not bother you just as much.
The C is Celebrate. Celebrate note as a redirection remember everything is working in your favor when you understand that everything is working in your favor or note is simply a redirection for you to be open for the opportunity for you to receive exactly what you want. It just means that the no was not what you had in mind and that requires having a clear and compelling vision of what success looks like for you. Would you go back to the first C which is to change your mental model and that’s clarifying what that means and then you will be able to celebrate the no if that’s okay because whatever things I need, everything I desire, everything I deserve is moving in my direction.
And E is Enthusiastically and energetically accept everything is working in your favor. Frustration simply means that you do not believe that this will be a favorable outcome and when you want to shift into fortunate where you attract more opportunity, more abundance, more sales success you understand that everything is working in your favor. Just because it didn’t go your way, just because it doesn’t look like you think it should look, it doesn’t feel like you think it should feel does not mean that it’s not working in your favor. Your mentality is your reality so when you enthusiastically and energetically accept that it’s working in your favor you will change your outcomes for the better. You will increase your level of sales success. You will diminish and greatly increase your frustration, your overwhelm, your fear, and your doubt because you understand that is just a CHOICE and you are choosing to believe that things are working in your favor. Have a great day selling!
Scott Ingram: I hope you’ll make the choice right now to connect with Meshell. I’ve got links for you over at DailySales.Tips/1199. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!