“If you know what your best case, you know what your worst-case looks like, you’re prepared and ready to keep moving, keep taking action, and keep increasing that upward spiraling and momentum to have your best quarter you’ve ever had.” – Eneida Canev in today’s Tip 416
How you can improve your recoil time?
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398: Recoil Time – Eneida Canev
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You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today Eneida Canev is back. Eneida is a sales and speaking coach at Her Sales Resource and talked about Recoil time in tip #398. That tip was really well received and one listener asked about how you can improve your recoil time. Eneida was kind enough to record this follow-up:
Eneida Canev: To be successful in selling, you have to be intentional about your activities and also about your responses to results in your day. This is where recoil time comes in. You want to minimize it and constantly be working on minimizing the time it takes for you to recover from setbacks and victories. So in order to do that, you plan, you just get out a mental checklist of how you will react in both scenarios of worst case and best case.
Here’s an example. Worst case scenario decides for you what would be the worst-case scenario situation that could happen to you this month. It could be a demotion, a chargeback, a client falling through, territory cut, compensation plan change, whatever the absolute worst thing can be. Decide what it is and then put a plan in place on how you will react if that does happen. See if you’re making this plan while you’re in a logical frame of mind, it’s going to be easier for you to actually follow through when the emotion hits you. Okay?
So if let’s say the compensation plan changes, that would be the absolute worst case in your pay gets cut and then plan now. Okay, what would I do if my pay got cut in half? Well, I would then have this list of people ready to call because I would want to double up my efforts. That could be a result. So then everything that happens to you during that month, if it’s a setback, you ask yourself, is this the worst-case scenario? Probably not. If it’s not a worst-case scenario, then it’ll be easier for you to keep moving because you have a plan in place even if the absolute worst of the worst were to happen. It’ll put your setbacks into perspective and then allow you to move forward faster.
Do the same thing with victories. What is the best thing that could happen to this month? I get the biggest client account of my life. That would mean the largest commission I’ve ever received. I get promoted, you know, I get a larger team to manage. Whatever the best-case scenario would be. Also, plan for that because victories tend to derail us because we celebrate too long.
So if you have the best case scenario planned out, allow yourself a reward. Say if this happens, a best-case scenario, I’ll reward myself with buying the new fancy watch, taking the evening off and going to my favorite restaurant, whatever the reward may be. You get to choose it because then when things do happen during the month that is considered victories, celebrate, give yourself a high five but you get right back to work because you’re like, you know what? This is great, but it’s not a best-case scenario because even have a plan. If you do hit the best case scenario on how you’re going to react so that you don’t celebrate too long. If you celebrate too long, you lose your momentum. So this way, if you know what your best case, you know what your worst-case looks like, you’re prepared and ready to keep moving, keep taking action, and keep increasing that upward spiraling and momentum to have your best quarter you’ve ever had.
Scott Ingram: You can learn more about Eneida and Her Sales Resource at DailySales.Tips/416 and from there click over to her website where you can download a free ebook on effective public speaking.
Then be sure to come back tomorrow for another great sales tip. Thanks for listening!