“Resilience is your superpower. It turns rejections into redirections, obstacles into opportunities, and setbacks into set-ups for success.” – Meshell Baker in today’s Tip 1800
How can you shift from a reactive to a proactive approach to boost sales success?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:
Meshell Baker: Hello. Today, we’re going to talk about how to go from reactive to proactive in boosting sales success. Now, quick question. Did you know that 92% of all salespeople give up after hearing no four times? But 80% of prospects say no four times before they say yes. Imagine the difference it will make. You could keep going if you had the resilience to turn those no’s into your opportunities.
So again, we’re going to talk about the trait that every successful salesperson needs in their toolkit, resilience. And yes, I know, sales is tough. Sales, you face rejections daily, objections feel like roadblocks, and sometimes the path to success is filled with so many twists and turns that you never anticipated or could even predict. But the difference between those who thrive and those who just survive in sales often comes down to this one simple quality, resilience.
So I’m going to break it down with three takeaways and one immediately implementable technique for you to build resilience today.
So takeaway number one. Challenge is opportunity. You see, resilient salespeople view obstacles as challenges to overcome. They’re not threats. They ask questions like, How can I solve this instead of, why is this happening to me? Difficulties are not meant to be paralyzing obstacles. They are challenges for you to overcome. There is no rejection. It’s only redirection. It’s just feedback. A lesson to fine-tune your approach. The most successful salespeople do not see no as a final answer. They see it as the next step in refining their pitch.
Tip number two. Commitment to your bigger picture. Top performers are committed to their goals and their clients. They don’t let temporary setbacks derail them from their purpose. Top performers are resilient people who are committed not to just closing the but to the bigger picture, building relationships, learning from every experience, and continuously improving. They understand that each rejection is one step closer to success. It’s not just about meeting quotas, It’s about being dedicated to your growth and the impact you want to make.
Takeaway number three. Focus on what you control. Resilient people focus their energy on the things they can control. The things are like their preparation, their attitude, and their actions. They don’t waste time worrying about uncontrollable factors. You see, in sales, you can get bogged down worrying about things that you have no control over, like your client’s budget or the competition or market trends. Resilient people don’t waste their energy on those things. Instead, they focus on what they can control, how they respond to rejection, how they follow up, and how they improve with every interaction.
And I want to tell you, there was a study by Harvard Business Review that show salespeople who view obstacles as challenges and that they can overcome are 60% more likely to achieve their quotas than those who view setbacks as failures. So understand this is not just a concept. This is actually a measurable advantage that you can put in your toolkit. So your immediately implementable step today.
After a rejection or disappointment, take five minutes to journal about the experience. Ask yourself the following questions.
“What did I learn from the experience?”
“What can I do differently next time?”
“What am I grateful for?”
“What’s one small step I can take right now to move forward?”
So remember, resilience is your superpower. It turns rejections into redirections, obstacles into opportunities, and setbacks into set-ups for success. Commit to building your resilience, and you will see your sales career transform. In the words of a quote author by Wendy Weiss, also known as the Queen of Cold Calling, Sales are contingent upon the attitude of the salesperson, not the attitude of the prospect. Have a great day selling.
Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1800. That’s a lot! Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!