“He that wrestles with us strengthens our nerves and sharpens our skill.”
– Edmund Burke (1729–1797)
Irish philosopher and statesman
You can draw value from a naysayer or cynic by remaining objective and positive in your thinking. (yes, it can be tough)
Occasionally, they’ll point out valid hurdles or challenges you haven’t seen. With their help, if you can remain objective (and keep your ego in check), you’ll have a better chance of getting something valuable from the interaction.
“The gem cannot be polished without friction, nor man perfected without trials.”
– Chinese proverb
You don’t know everything.
You do know that, don’t you?
Continual learning is a basic necessity to professional improvement and in many cases it’s other people who will help you get there.
But only if you’re coachable. Are you?
To be coachable means to be…
It means you listen with the intent to learn rather than to show what you know – exactly the type of listening required in the sales process.
“I was taught that the way of progress is neither swift nor easy.”
–Marie Curie (1867–1934)
Polish-born French physicist and chemist
two-time Nobel Prize winner
Embrace the objections of your prospects and customers.
Right now and over the next several weeks, position in your mind the regular objections you hear as not only an inevitable step to bringing in more business, but also a positive step. Objections confirm a level of need or desire for your product or service and help you better determine the next steps you should take in a sales process. For the prospect, it’s your responses to the objections that help validate or support their buying decision.
This is the reason the responses to your top objections (those you and your team hear most often) must be planned and prepared with a professional’s level of attention.
The keys… Appreciate. Validate. Be direct.
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“Our secret weapon is
no alternative.”
–Golda Meir (1898–1978)
Russian-born former Prime Minister of Israel
John and Abigail Adams had been more concerned with themselves and work/life balance than creating a democracy (if you’ve not seen the HBO miniseries – great stuff)?
What if… Abraham Lincoln (born on 2/12… coincidence? maybe) had quit trying after having a business go under and losing his first local legislative race (and then 3 congressional races and 2 senatorial races)?
What if… Martin Luther King didn’t have a dream and played it safe (and didn’t travel over 6 million miles giving more than 2500 speeches). What if he thought he was too young to have an impact (he did everything he did in a life of only 39 years)?
What if… Gandhi, Teresa, Roosevelt, Ford, Disney, Walton, Gates, Winfrey, Jobs, Stewart, and Ash hadn’t stepped up and worked hard. (What if the thousands of people who supported them hadn’t?) What if your police, military, firefighters didn’t?
What if… No one pushed it, risked it, and pushed it again (and again)?
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“We earn more challenges by
dealing with and overcoming
more challenges. Embrace your experience. Enjoy the weather.”
–Sam Parker (1965 – )
Co-founder of JustSell
A simple challenge where everyone wins (you and those around you). No risk. No additional time required.
Within the next three weeks, set a 2-day period as your days (or your team’s days) to inspire others. Two days where you’ll put on blinders to anything negative and be the one in the office who everyone else can count on for words and actions that inspire and encourage. Two days where you’re the light for other people – your colleagues, your prospects, your customers – no matter what.
Allow nothing negative and focus only on your service to others.
Once you set your two days, fully commit to the effort regardless of the inevitable challenges, regardless of the weather (please, never the weather). Fall off the inspirational horse at 2:11 on the first day?
Remember, you wake with an option for your daily attitude. Challenges will come up regardless.
Choose positive. Spread it for two days.
Not only will it be contagious… it might become a habit.
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