This past week I’ve had my nephew from Melbourne staying with us while he is on university holidays. He is in his second year on the way to becoming a doctor, but unfortunately all his studies so far couldn’t prevent him from getting food poisoning last night! (Must have been my cooking!)
Absolutely no one likes getting sick. But when you do get sick, thank goodness there are doctors and hospitals on call to help get us back on out feet again.
The problem with most remedies though is they are treatments, not preventative from future sickness. Many of us don’t do enough with our diets and lifestyles in order to prevent sickness and build a healthy immune system and then have to opt for antibiotics when we do get sick.
So how do we build a healthy sales immune system to prevent ourselves from getting sales sick?
Well, let me first define what sales sick is...
Sales sick is when you know how to sell, you’ve been successful before, but regardless of what you do right now, nothing seems to be working!
It’s like you’re stuck in a sales rut. We’ve all been there… But how do we get out of it, or more to the point, how do we prevent it from happening?
From my 16 years in sales, I’ve noticed and observed 100’s of these situations and they all have 1 thing in common.
When you’re in a selling rut, your mindset is down the drain…
Your attitude, thought patterns and focus are all over the places, and it shows in your frustration levels and sales numbers. You start to take shortcuts, be too eager to close, and not build rapport with your clients like you normally do.
I absolutely believe your number 1 ingredient for preventing sales sickness is maintaining a healthy mindset.
In order to maintain a healthy mindset, you must take preventative measures to ensure regardless of circumstances, you keep your cool, focus on the disciplines of following the process, prospecting, asking for referrals, setting appointments, asking for the sale, having disciplined follow up and much more.
Keeping your cool is at the top of the list.
In sales, we are dealing with people all day long. Because we are dealing with emotional creatures, we cannot totally prevent tension, anger, or stop annoying people from enquiring, but we do need to know how to best deal with it.
So here are 10 mindset tips to help you keep your cool in all selling situations.
1/ Realise 1 in 10 people are going to be hard to get along with.
2/ 94% of things you worry about, you can’t control. So don’t worry be happy!
3/ Sales is all about compromise and negotiating for a win win, not a lose lose. You don’t have to be right and have the last say
4/ Get 8 hours sleep every night. If you want to win in sales, get your sleep
5/ Keep a healthy diet with plenty of water
6/ Stay consistent on your daily disciplines of prospecting, following up and key selling activities
7/ Follow the sales process and don’t take short cuts
8/ Stay away from negative people
9/ Don’t look at the sales board, instead look at your daily activities
10/ Focus on building relationships and following the process, not on the sale. The results will come
I’ve seen too many sales people choose to opt for another career because they get burnt out as a salesperson due to sales sickness. Don’t be one of them, instead stay strong and keep selling hard!
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