Kierkegaard on Guts

 

“The thing that cowardice fears most is decision.”

– Soren Kierkegaard (1813–1855)

Danish philosopher and writer

Sometimes, if we don’t have success after repeated attempts to do something, we can lose confidence and eventually give up trying. It’s called “learned helplessness” (we learn to be helpless).

Sales check: Any areas where you and your team have stopped trying (or try, but with little commitment) because prior repeated failures and/ or a perceived inability to succeed has trained you not to try? In prospecting and customer contact efforts? In motivating and improving team attitudes and cooperation? With customer care improvement initiatives?

If so, what can you start doing today to minimize any “learned helplessness” that may have set in?

Lewis on Wonderful Necessity

 

“It is wonderful what you can do when you have to.”

– C.S. Lewis (1898–1963)

Irish writer, scholar

Take action.

Make the call (contact).

Ask the (real) questions.

Seek out the objections (the truth).

Close.

Don’t waste a moment going through the motions.

You’re in sales. Everyone depends on you.

“Look around, leaves are brown

And the sky is a hazy shade of winter.”

Paul Simon (1941 – )

American music artist

Jung on Tense Opportunities

 

“The greater the tension, the greater is the potential.”

– Carl Jung (1875–1961)

Swiss psychiatrist

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.