Throughout your sales career you probably discovered how to include motivation maintenance into your everyday routines. It’s a piece of cake to maintain your enthusiasm when everything’s rosy and peachy. But when challenges in the boardroom arise, it can become increasingly difficult to stay motivated and continue progressing with your sales process.
In your sales career it’s best to be prepared for bumps in the road just because you’re bound to hit them from time to time as you go through calls and meetings with your customers.
The best thing you can do, beside constantly developing your selling skills and techniques, is to work on your skills that boost and maintain your sales enthusiasm. It’s such an important skill to have because it’s your driving force that strengthens your will to succeed no matter what.
To this end, today you will learn different strategies that will help you maintain your motivation during tough times with your customers.
Using these techniques can help you sustain your enthusiasm when selling to a challenging customer:
Technique #1: Picture the Resolution.
Visualizing yourself overcoming your sales challenge in front of you can provide you with a ray of sunshine while you’re dealing with the storm. Avoid getting caught up in the struggle itself with the difficult sales situation, or your mind will get used to a negative pattern of thinking.
When you keep your mind on success and focusing on closing the deal, or at least getting through the current struggle, you can then make a clear plan to get you back on the road to achievement.
Technique #2: Minimize Stress.
Make an active effort to reduce your stress from difficult or tough customer. Stress can cause you to dwell on your struggles. If you’re too focused on your struggles, you’ll have more trouble getting out of them, which could put a damper on your enthusiasm when selling.
A stress-free and clear mind is more likely to lend itself to the enthusiastic person that you know you can be in your sales role.
Technique #3: Stay Focused.
Work on maintaining your focus. You’ll find that it’s easier to sustain enthusiasm when you always know the direction in which you’re headed, even when clients are tough.
Focus can help you overcome your struggle, and focus can get you to successfully closing the deal.
Technique #4: Keep Things Fresh.
If you allow your customer’s meetings to fall into a stagnant pattern, that can become a struggle in itself. Vary how you do things, develop your flexibility in approaching the sales situation and take time to brainstorm new ideas.
You can keep sales enthusiasm going with fresh thinking.
Technique #5: Avoid Procrastination.
It’s important to keep yourself moving. If you feel that procrastination is creeping up on you, make an active effort to get rid of it by taking action.
By taking action, like following up with the prospects who went cold, or using the power of insights to create new interest with your existing customer, you can get your sales enthusiasm back.
Technique #6: Keep an Open Mind.
Strive to keep your mind open to new ideas and new ways of doing things in sales. Remind yourself of ABC – always be curious. Read sales blogs, listen to sales podcasts, check sales tips on Youtube to find new ways of doing things.
Creative thinking is often backed by sales enthusiasm. Many great and successful salespeople were creative thinkers with some amazingly enthusiastic attitudes.
Technique #7: Don’t Sweat the Little Things.
When you’re dealing with small setbacks when trying to energize your prospects about your products or services, and little things get in your way, like delays in booking the demo or presentation, or decision makers are not readily available, remember that these things will not matter in the long run and the grand scheme of things. Simply redirect your focus back to your sales plan and you’ll find that you easily overcome these small annoyances.
Remember, the greatest feeling of success comes from conquering great struggles and overcoming tough situations created by your customers. When you have a lot of obstacles to overcome on your way to the finish line, you’ll feel a tenfold increase in pride and satisfaction when you achieve your success and move the deal closer to the finish line. After all, your sales success will be oh-so-much sweeter!
So, when times are tough, use these strategies to help you maintain your enthusiasm so you can stay strong and focused on your way to greatness.
Here’s what you need to do today to increase your sales resiliency:
There is some aspect of your life where your sales enthusiasm is flagging. Run through the process in this lesson and apply it to that challenging part of your life.
