Developing Resilience

If you’re not getting knocked down, you aren’t trying hard enough.

Part of my success has come from being knocked down over and over.

Yours can too.

Every day in sales or running a small business we get knocked down.

·        New hires don’t show up.

·        Prospects hang up on us.

·        Deals getting delayed.

·        Our contact, who was pushing the deal through, leaves the company.

·        We get an email informing us that a sale we thought was ours, has gone to the competition.

Any of these “punches” sound familiar?

The key is developing resilience.

Being resilient takes time and effort. Intentional effort. Being resilient means knowing you will never give up.

Here’s an exercise to help you start developing resilience. Create your responses to:

·        We went with your competitor.

·        We won’t be renewing our agreement.

·        My best salesperson just quit.

·        The budget is frozen.

I’m not talking about your response to the person who says those things to you (although those can come in handy as well).

I’m talking about your response on how you pick yourself up and move forward.

Next, think of all the other punches that have been thrown at you and develop your responses to those.

Having your responses ready, even if you never use them, will help you develop confidence. Confidence will build that fighting spirit to get back up, one more time.

It’s not what happens to you.  It’s how you respond.

Remember: Knocked down seven. Get up eight.

90% of sales outcomes are a result of what’s going on under the surface. I call this The Iceberg Effect. As salespeople that 90% will have a profound impact on your income. If you want to control and improve that 90% go here or Follow me on LinkedIn here. 

Factional sales management
Fractional sales management