Saturday, April 16, 2011

The Big Picture

from my email:

Daily Sales Tip: Great Sellers Take the Longer View

Great sellers are not immune to lousy meetings. They sometimes miss a cue, get distracted, make decisions to abort the effort too soon, or too late. Sometimes they mis-target, short change the research effort or just come across a prospect who's there to win the session, which usually means to lose the opportunity.

So great sellers experience what the rest of us do as well, episodic failure. The difference between the remarkable sellers and the rest of the pack is that the exceptional performer doesn't judge himself by an unfortunate outcome. That is to say, he doesn't become that failed visit. That's just not who he is.

The great seller takes a much longer view. The bad call was an occurrence; an event, rather than an inevitable outcome in the absence of sheer luck. He sees it for what it is; a moment in time...a short moment over a long time period. So, he doesn't get down. His self-image doesn't take a "hit." He either has an immediate take on what fell through or makes an artful analysis. If no answer satisfies in either case, he moves on, comfortable in the knowledge that, "hey, stuff happens." It's not a defining moment. There are lots of folks out there to meet with and help. Tomorrow's another day, as is the day after.

Great sellers don't get down and lose time. They get challenged. They never stop learning and growing and trying to make life/business better for all with whom they come in contact.

They take a longer view.

Source: Sales consultant/manager Bob Sherman

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