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August 10, 2012 at 04:00 AM
Let us begin our discussion with the awareness that rejection exists in all industries and all professions. What makes rejection for salespeople so unique is that your financial security is more acutely at risk. Because of this, building your personal selling power is crucial.
Boy, did I get a good dose of rejection in 1988. Nineteen straight nos. You may ask, “Did you really stay in the insurance business after that?” As a matter of fact, I did. (Secret: if you’re reading this article and you’re in a sales slump, you can use my ideas and get through your current pain. You don’t have to stay stuck!)
The career that I have, which started back in 1987 is still a wonderful profession that offers the opportunity for much personal growth. But do you ever have some difficult days where you feel like you’ve “grown” enough for one day? If you answered yes, I’m not surprised. We face some interesting industry challenges.
To combat them, here are some essential ideas that have kept me focused on the opportunities while I was slumming it in a sales slump.
1. Keep refining your sales process.
Keep practicing until your conversation is more coherent. Does your conversation flow? When your client gives you that confused look, that’s your clue that you’ve lost them. When this happens, go back to the drawing board and figure out what you could have done differently.
2. Constantly ask yourself these key questions:
- How can I make more powerful benefit statements, using fewer words?
- Am I overselling my product offer, and underselling the benefits my product offers the client?
3. Don’t forget to keep the focus on the clients.
Remember: The selling process isn’t about you. Keep asking yourself what you can do to get more connected to the client, earlier in the conversation. One idea? Cut through the long winded pleasantries. Get settled into your purpose for the appointment in the first three minutes.
4. Seek mentors.
Find an industry leader that speaks to you and set aside a 20 minute learning appointment every day, for the rest of your life. This will help you stay motivated and focused regardless of the challenges you face each day.Think of it this way: You can either learn from other experts that have already made the mistakes, or you can waste time and money and make those same mistakes yourself.
