Top salespeople know everything there is to know about their products and their competitors. But, above all, they know their customers’ needs. According to a survey of customer-buying top reasons buyers selected a particular supplier was because they felt that the salesperson understood their needs best.
Optimism helps you maintain a sense of balance when things go wrong. It proceeds directly from the rules that you use to interpret daily events. For example, if the first sales call of the day goes poorly, your performance for the rest of the day will be different if you have this rule…
A bad first call means that this will be a bad day.
… rather than this rule:
Every sales call is different, so the next will probably be better.
Both rules are random responses to the same event, and neither is more realistic than the other. If you automatically jump to the first conclusion rather than the second, it will be difficult for you to remain optimistic about your day.
You won’t win every deal, and some buyers just won’t like you. That’s part of being in sales. And while it’s important to be thoughtful about how you can improve, it’s crucial to move on easily from rejection. Experts suggest viewing rejection as proof you’re pushing the limits. So, examine why you weren’t successful with your prospect, ask for outside opinions when appropriate, and move forward quickly and positively to bigger and better deals.
A sales career isn’t always easy. Sometimes — like when you lose a big sale or a big customer — it can be downright depressing. But, even in the worst of times, success is often right around the corner. Rather than give up, the top-performing salespeople concentrate on all the reasons they can succeed. And they find a way to win.