Keep On Keeping On
by Joe Bonura, CSP
Get Back Up
Rejection is the wind that builds strength. The more you are rejected,
the more you will learn. Just as a baby learns to walk by falling
and getting up again, sales people can learn from their failures
if they have an open mind to the process.
Answer the Question
Whenever you make a call and you are rejected, hang up and ask
yourself what you could have done differently. Do not move until
you have answered that question.
Follow a New Path
You have seen professional athletes do that all the time. It is
especially noticeable in golf: the golfer hits the ball, and it
goes astray, and then he takes a few air swings and mentally corrects
his missed opportunity. He is mentally teaching his muscles a new
path. The same is true in selling when you reconsider your words
to the client. How could you have said them better? What did you
say in the past that worked in the same situation?
Analyze and Adjust
Most sales people are so focused on moving to the next call that
they do not take the time to analyze and adjust. It is by adjusting
that you improve your performance.
Straighten Up and Fly Right
When I was a pilot and flew from point A to point B, I was off
course 90% of the time, because you are always being pulled off
course by winds, compass deviation, and many other minute factors.
However, once you know your course and the flight path, you simply
keep correcting back to the course line, and you get to your predetermined
Expectation Leads to Success
The key is knowing your destination before you begin your journey.
In selling, every sales call should have an expected result, knowing
what you want to accomplish before you make the call or enter the
front door. Be ready to close on the intention of every call. You
must realize that a close does not always mean you will get the
business; you can close on making the follow-up appointment or you
can close on sending more information.
Stop Flying Blind
Stop flying blind and know where you want the call to take you.
The prospect might say that they are not ready to make a decision.
After you have failed to answer the objection as to why they are
not ready to make a decision, close by asking when they might be
ready to make the decision. Once they give you the answer, promise
that you will call back at that time. You have thus closed on the
revised intention of that call.
Ounce by Ounce
Start small and work your way up to heavier weight. A perfect
example of this: Several years ago, my son broke the United States
record for the bench press in his weight and age class. Weighing
only 146 pounds, he bench pressed 270 pounds, close to double his
weight. He worked his way up to that weight over a nine month period;
each day he lifted more until he was at the record weight. What
made this remarkable is that he accomplished that lifting record
only seven months after he had surgery for a non-malignant tumor
removed from the right side of his brain.
A Setback Can Be a Step Forward
His brain tumor gave him the motivation he needed to make a comeback.
Once he knew his destination, he worked out every day, and inch
by inch, he achieved his goal. His adversity made him stronger.
As W. Clement Stone was fond of saying, "We can look at adversity
as a stepping stone or a stumbling block." It is a choice that
sales people need to make every day.
There is a grove of trees that grows in California called Bristlecone
Pine Trees. The area is known as the Methuselah grove because most
of the trees in the grove are almost 5,000 years old. In other words,
when the Egyptians where building the pyramids, these trees were
growing. The secret of their long life is adversity because they
grow in one of the most hostile environments in the world at 11,000
feet above sea level. They are subjected to extreme winds, cold,
and heat, yet they continue to live on and on.
Have a Bad Day
Here's hoping you will have a bad day because it will make you
stronger and remind you to keep on keeping on. Life is not a sprint
- it is a marathon.
© 2011 Joe Bonura & Associates, Inc.