The Art of Resilience:
How to Bounce Back from Rejection and
Develop Grit, Mental Toughness and Resilience
Very often sales professionals hear “No” more often than “Yes”; they lose deals and not know why that happened although they did everything in their power to prove their value. When they call their customers, they are greeted with silence on the other end of the line. They have meetings with their accounts that lead them nowhere and, as a result of all of that, they feel tense and stressed when they are faced with tough customers and sales rejections.
To be successful, sales professionals need in-depth resilience training to learn how to develop grit, mental toughness and resilience to reduce stress and persevere when things get difficult.
Success for sales professionals doesn’t come from not receiving a “No”, but what they do with that “No”. Success comes from having skills, techniques and strategies that help them bounce back easier and faster from emotional stress of challenges and obstacles in sales.
The Art of Resilience Training Program
Resilience is the ability to cope with the challenges, problems and set-backs we face in sales (and life), and to become stronger because of them. Developing “grit” or mental toughness gives salespeople the psychological edge that lets them work at maximum efficiency even when faced with demands from difficult or tough customers during calls, meetings and presentations.
The program includes three powerful elements that will increase salesperson’s mental toughness and resilience to overcome many types of setbacks, including fears, hopeless situations, failures, and other sales challenges.
It provides a selection of techniques and strategies that will assist your sales team to perservere and keep them from quitting in times of difficulty, use failure to their advantage, maintain enthusiasm in the face of adversity, and finish what they started.
What are the Learning Objectives of this Training Program?
Upon completing the art of resilience training program your sales team will be better able to:
- Define the importance of resilience and explain why it is crucial in today’s sales environment to be able to win business
- Utilize consistent strategies and skills to effectively build their personal resilience
- Apply the Three Dimensions Framework to reframe negative thinking to focus on the positive aspects of the challenging situation
- Understand the thinking processes and identify where bias and assumptions can influence our understanding of difficult customer
- Apply the step-by-step reasoning process to remain objective to reach a shared conclusion without conflict
- Improve communication with customers through effective Emotional Intelligence strategies to build the trust needed to close business
- Use the Impartial Observance Approach to understand sellers emotional response and apply a model to overcome obstacles and increase sales results
- Apply key tactics to help ensure ongoing development of your sales team’s resilience
What are the Business Benefits of the Art of Resilience Training Program?
Upon completing the Art of Resilience sales training program, your sales team will experience the following business benefits:
- Create a competitive advantage by building a sales culture that is resilient and uses challenging situations to their advantage
- Building and expanding relationships with demanding or difficult customers
- Increase in the number of successful new meetings scheduled by controlling negative reactions to any setbacks that affect how work is approached
- Shorten sales cycle length by reaching a shared conclusion without conflict and strengthen buyer’s trust
- Drive increased revenue by being more persistent with new customers and resolving obstacles with existing ones
The Art of Resilience Training Program Delivery
Like every other North American Sales Training program, audience ranges from new to very experienced salespeople, sales managers, and executives. To sustain the training, we provide the tools to align stakeholders to support the change (Step 4 – Change Phase, click here to learn more) and focus on creating action plans to enhance learning retention and encourage salespeople to persist using new skills.
The Art of Resilience Program can be calibrated and customized for application to every industry and selling situation, which includes one-time transactions to complex sales environment with long sales cycle deal that requires an RFP and winning that proposal against many competitive sellers. The higher is your need to differentiate your sales team from your competitors in terms of how they engage with customers, the better the fit for the Art of Resilience Program.
The Art of Resilience Training Program can be learned through:
- two-day facilitator-led workshop with pre-workshop assignments and post-workshop sustainment
- blended learning solution that incorporates both two-day workshop and online through on-demand eLearning
- online through on-demand eLearning and video-based content
Every instructor has been certified by us and they each have at least 15 years of sales experience, to ensure their credibility and that they will elevate any practical discussion during the training.
We can train your trainers to present the Art of Resilience Program anytime you wish. We recognize your in-house trainers are experts when it comes to understanding your organization, mission, culture, and employees the best. Our focus is to provide sales training that will be customized to your needs in order to deliver a high-impact, results-oriented sales training program.