Today’s record is tomorrow’s motivation Virtual Partner™ can turn any training session into a virtual matchup. Letting you race your previous bests or challenge any activities uploaded to Garmin Connect™. Train with Christophe Le Mevel this winter with pre-planned training activities available for download at garmin.com/wintertraining.
King on Staying With It
“If you can’t fly, run. If you can’t run, walk. If you can’t walk, crawl. But by all means, keep moving.”
– Martin Luther King, Jr. (1929–1968)
American civil rights leader
Nobel Peace Prize winner
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?
Another thought on embracing 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.
Camus on Personal Accountability
“I’ll tell you a big secret, my friend. Don’t wait for the last judgment. It takes place every day.”
– Albert Camus (1913–1960)
French writer
Nobel Prize winner
Do your actions…
- create a positive buzz about you and your work?
- make others want you as a part of their team?
- make your employer cringe at the thought of losing you to a competitor?
- make your customers excited about referring you to their colleagues?
You want your actions to scream value without the need for you to say a word. This is where you want to be – with those in your company and industry – and with those to whom you’re selling.
This is what creates true economic and job security – the value you and your team create for others.
This is care (what it’s all about).
When you have the opportunity over the next few days, set a reminder to review these four questions at the end of each month. Then, give yourself a little (objective) attention by reviewing them and creating an action plan to improve in each area where you feel you should.
Easier said than done… still needs to be done.