This is a challenging time for “road warrior” salespeople who like to be in control. The Corona virus pandemic has caused uncertainty in the economy. Businesses are trying to survive stay-at-home orders. Customers we had traditionally met with in person are now working from home. But yet great salespeople understand how to cope and even thrive. They know what they control and what they don’t.
How’s Your Attitude?
If ever there was a time in my life to be down, now is that time. Everything I have known and practiced in face-to-face selling has suddenly changed. I should be “bummed”. But I’m not. I have been working on what I can control. Attitude is one characteristic that sets great salespeople apart. They believe they are winners. No matter the barrier, great salespeople find some way to overcome it.
When I was in fourth grade my teacher required us to read a biography. I chose Babe Ruth the baseball star of his era. The one thing I remember from reading that biography was Babe never missed a game. When he didn’t feel well he reached down into his reserve and played with extra vigor. He always did his best in any circumstance. So great salesperson in these times dig down and find that optimism you have always had.
You Control Your Behavior
Think about what you have control over. Really it’s only those things you can decide to do. Great salespeople spend each day finding, winning, keeping and following up on good customers. We can’t control whether our prospect will be at work. Neither do we control whether a business has been deemed non-essential. We can’t control the needs of our customers and prospects.
You can control what you do. You, great salesperson, can still research your market. Study business trends. Keep in touch with your colleagues. Learn new skills. And the most important activity you can control is dialing the phone. Reaching out to customers and prospects. When you do connect with them, great salesperson, your questioning and listening skills kick in. And you are again engaged in your selling process. So make a plan to reach out to customers and prospects each day. Measure your success against the plan. Make adjustments necessary to meet your goals.
Words Of Encouragement From My Mentor
We all have those “down” days. My mentor Jim Wilson passed on this encouragement some years ago. When I don’t feel at my peak I pull this out and remember how often it has changed by day by doing the activities I control.
“There are easy ways to continue performing at a high level even on those days when you’re feeling a little “down.” Here are just a few ideas:
- Pay a sincere compliment to the first person you meet.
- “Pay it Forward”—that is, do something nice for someone without requiring them to pay you back. Instead, ask them to “pay” someone else.
- Remind yourself that you’re a “10.”
- Start on your activity goal for the day (for example, 20 cold calls).
- Call your five best customers and tell them how much you appreciate their business.
- Call five procrastinating prospects and ask for the order.
- Do something nice for yourself.
- Volunteer to help someone else with no expectations of payback.
Each of us is human and we all have up days and down days. A high level of positive, controllable activity can turn your down days around.”
What You Can Do Right Now To Be In Control
- Let go of what you can’t control or influence
- Practice always doing your best in any circumstance
- Get busy doing those activities which you can control
To learn more sales secrets see Chapter Six, Characteristics Of Successful Salespeople, in Secrets of the Softer Side of Selling. For even more sales encouragement, join our FREE Sales Club! “See” you next week.