“Know and have grace for yourself. Know your reason why and keep moving. There’s always someone waiting to say yes.” – Meshell Baker in today’s Tip 1470
Do have GRACE for yourself?
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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, the Sales Confidence Igniter, is back with the next installment of her multi-part series. Here she is:
Meshell Baker: Hello and welcome to The ABC’s of Sales, and we are on the letter G. This was a challenging letter for some reason. There were so many great G words like give and giver, and good, and great and grand and growth and gratitude, and gutsy, and guide. What I landed on was GRACE, G-R-A-C-E. The acronym for GRACE is Gracefully, Recognize, And Communicate Efficiencies. I’ll say it again, Gracefully, Recognize, And Communicate Efficiencies.
The challenge with sales is that it is a job where a person deals with a lot of rejections. Any successful seller will tell you that in order to build up your confidence and your fortitude and understanding that a no doesn’t mean no. It just means not now. It doesn’t necessarily mean not never. And there’s always someone else waiting to say yes when you keep asking. However, the challenge is that you also have a quota to meet. You also have bills to pay. You also have deadlines to meet. Many sellers spend a lot of time critiquing themselves and being critiqued by their sales managers and the companies they work for, which can sometimes turn into self-criticism so they’re constantly looking for what’s wrong instead of seeking to see what’s right, instead of seeking the opportunity.
I’m going to share with you a couple of things and areas where I find that topic performance and sales give themselves a lot of grace and understanding so that they can continue to move forward, regardless of what the prospect, their company, the supervisor, in their surroundings, they will give themselves grace to know that there is always another day and another way to make a sale.
One. They expect rejection. They don’t take no seriously or personally. They understand that in the game of sales that you’re going to hear a lot of nos. And they actually want to hear as many nos as possible because, again, it builds up your resistance or your ability to accept it and not internalize it. So you get to build up a force field where you understand they’re not rejecting you. And it also means that many times there’s just another question to answer. What can I learn from this? How do I get feedback? How do I ask them? So what made you say no? Is there something that you need in this offer or this proposal where you might want to say yes?
Number two. They prepare a response. Top performers think about contingencies and they look and they do their pre-call planning. Now, there’s always going to be something that arises that you weren’t prepared for. And the more you are planning and prepared and have done your research on your competitors, the market, the problem, the situation, the person you’re speaking with, the people who are going to be at the table, the more likely you will be able to create and have creativity in how you’re thinking so that you will gracefully recognize and create efficiencies in that moment.
They create a lot of opportunity, meaning that they do not sit and overanalyze and critique what went wrong and talk about it and feel bad about it and then not be able to pick up the phone. They actually make as many calls, plant as many seeds as possible so that there’s more opportunity waiting outside. They fill their pipeline so there’s constantly someone in the ranks or resting out there that they can go knock on a door and create some more opportunity.
And the last thing I’ll share is that they are mission-minded. Having something greater than just about the money. What is your why? Getting something that is a mission so that in the face of the challenges and the nos and the lid downs that you have grace and you can pick yourself up and keep going is a powerful elixir to all rejection and all nos. So know and have grace for yourself. Know your reason why and keep moving. There’s always someone waiting to say yes. Have a great day selling and I’m excited to hear about your yes today.
Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1470. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!