morning and live because of what other people expect, I bring so little energy and so much resentment to my work that it’s unlikely that I will succeed and enjoy life.” Conduct your own self-examination to find out if what you think you’re working for really inspires you. Think about the things outside of work that interest you and how you picture your life in five or 10 years to help you decide what you really want.
BEING/FEELING REJECTED – KNOW THE DIFFERENCE “There’s no such thing as rejection,” he argues. “No one has really been rejected, but what happens is people feel rejected. People take it so deeply it’s no wonder they lose energy.” Instead of hearing no and thinking you’ve been rejected, he recom- mends interpreting no as a question: “Can’t you be more creative than that?” He explains that salespeople need to create value in prospects’ minds to persuade them to buy, and, if they say no, it simply means you need to be more creative about ex- plaining the benefits of your product and creating value. “Some words act as stimulants and some are tranquilizers,” he says. “I want to hear no as, ‘You have not created enough value for me,’ so that no becomes an action word and not a tranquilizer.”
MAKE LEMONADE FROM THOSE LEMONS Stimulant words can help counteract the tendency to feel demotivated and discouraged when faced with problems. Instead of giving in to negative feelings, he recommends that salespeople ask themselves how they can turn the situation to their advantage. “Let’s say I have a breakdown with a customer and he is really furious,” he illustrates. “You can say, ‘How can I motivate myself? How can I use this breakdown to create a stronger relationship?’ I want this client to see that my response to the breakdown
is going to be so heroic and so cre- ative that now he is going to sing my praises everywhere he goes.” “Nothing is, by its nature, bad or good until we start putting the words around it – how people talk to them- selves is the most important part of their lives.”
CONSIDER THE POSSIBILITIES He argues that many people get demotivated by focusing too much on worst-case scenarios instead of all the things that might go right. “If I’m about to meet with a po-
tential customer,“ he says, “I like to ask myself, ‘What is the biggest sale I could make? What is the best thing that could possibly happen? How might that happen? If we’re talking to ourselves about how the prospect probably won’t want to buy today, or how the person we’re talking to isn’t really the decision maker, we lose energy and get dispirited when we meet with someone.” Before every sales call, monitor your self-talk carefully and censor any negative or self-defeating thoughts.
SET ASIDE EMOTIONS When you take a prospect’s no per- sonally, it’s hard not to get demoti- vated. If you learn to accept that no is the steppingstone to yes, however, it’s easier to keep calling. “Where salespeople go wrong,” he says, “is they get all emotional and childlike about losing a sale.
SELLING TIP
Don’t Write Sloppy Email Email is integral to everyone’s lives and it conveys a sense of urgency. Still, just because you “fire off” an email to a prospect or customer doesn’t have to mean it’s written sloppily. Always proofread your email as critically as you would a hard-copy proposal. Typos and transposed letters don’t add to your credibility. Don’t write in fragments or incomplete sentences. Don’t be too casual.
Use proper titles. – WILLIAM R. KELLY SELLING POWER MAY/JUNE 2021 | 13 © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.
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With the new day comes new strength and new thoughts.
ELEANOR ROOSEVELT
They stop thinking. Now, if you were to think like Mr. Spock on Star Trek – if you were a statistician and knew that you were going to get a certain amount of nos and a certain amount of yeses – you’d realize that yes lives in the valley of no. If you calculate that you hear four nos on average before you get to a yes, you can hear a no and, instead of getting disap- pointed, you can say to yourself, ‘One down and three to go,’ and get back on the phone.” If motivation were as easy as stick- ing a poster up on a wall or listening to a TED Talk, we’d all be CEOs and super-achievers. To become consis- tently positive thinkers and build our desire to win, however, we need to make a decision to change and then learn the techniques that will help us think and act more productively. With specific lessons on how to get
motivated and stay motivated, we’re better able to increase our sales and our achievement potential.
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