We can’t control the weather, the stock market, or the economy—so leave those topics at the door. Veteran sales managers don’t want to hear their employees griping about how tough the market is. They’re not interested in the uncontrollable—they’re only interested your success and how you’re going to handle adversity.
The salesperson who’s not focused on the task at hand is going to lose himself in everything that’s uncontrollable. Doubts will roll in like San Francisco summer fog. But if instead of looking inward, the salesperson looks only outward, he has no chance to see the light. Remember, it’s you that creates the light. You’re the one making the dials, pitching, asking for the business, following up, working—always working—on a system—your system—that’s going to make you successful.
There are salespeople out there who are listening to nonsense: “We’re waiting for the economy to turn around.” “We have no money.” “We don’t want to be overwhelmed with new business.” “We decide by committee that meets with a sub-committee and then together we decide.” (The last one is a half joke, but it’s not far off. Have you noticed lately that there aren’t a lot of prospects out there saying, “I’m the final call. The buck stops with me. Let’s do it. If it’s a failure then it’s my head, I’ll take the blame. But I’m not waiting. No guts, no glory.”? )
Sales is hard enough without the outside distractions, and the salesperson isn’t helped by having to listen to all the sheep out there who are quoting one another saying: “We’re going to take a wait-and-see approach.” These are the same folks who dare not make a move, any move.
It’s a matter of perception. And right now the perception is fear.
Well, I take exception to that and offer that gesture with the finger that counts.
The answer is simple. Become more focused in your belief system and remain fearless. Remember there are prospects out there, just like you, who are not into excuses. They don’t want to hear about the lousy weather, or how far the market has dropped. They want to hear how you’re going to make them money.
Those are the people you want to do business with and it’s your responsibility to go out and find them.
The post Sales Is About Focusing On What You CAN Control appeared first on AllBusiness.com
The post Sales Is About Focusing On What You CAN Control appeared first on AllBusiness.com.