Perseverance in sales is difficult. If there’s any factor that pushes someone away from being a salesperson, it would be the constant rejection. Sales is a difficult, challenging field. Salespeople get told “no” constantly, deal with potentially difficult clients, and juggle a lot of information, all at once. If you explore the retention statistics, many people struggle to have perseverance in sales, and have relatively short careers before getting burnt out, or deciding to switch to another career. Elinor Stutz discusses not giving up in sales in this #SalesChat, hosted by John Golden and Martha Neumeister.
Stutz discusses perseverance in sales:
- Having a “fondest vision,” a high up goal or account that you always have your eye on, even if you are doing other tasks to have an income coming in
- Avoiding distractions, especially when things aren’t going very well
- The benefits of account management and relationship mapping, and knowing who in the company will be your best shot at closing the deal
- How to mentally and physically prepare yourself for tackling problems head-on
- The importance of having a full pipeline, and knowing that if one thing doesn’t work out, the next thing probably will. Thinking worst case scenario makes it difficult to have a positive outlook.
- Pick an industry that you enjoy working in, and continually research companies within the industry so you can be an industry expert and elevate your credibility
- The importance of continuing education on the industry and prospecting companies. Don’t rely on your organization for training opportunities. Instead, invest in yourself.
- Become an advisor that helps their clients solve problems; not a salesperson. This will help immensely in your sales conversations.
- Many people salespeople think in terms of “this is impossible, I can’t do this,” but instead, think, “what would happen if I didn’t do this?” in order to find motivation and endurance
- Figure out what you enjoy, and do that. That’s the best way to be successful.
- Actionable tasks that you can do now to build your pipeline, including having nice, welcoming conversations with old customers to get appointments with returning customers
- How to use CRM as a tool for building relationships and expanding your pipeline
- Maintaining constant motivation, instead of having bursts of productivity and then periods of burn out
- Start out with your favorite clients, and have enjoyable conversations with them, before moving on to making calls to prospects that you aren’t as excited to talk to
- Ensuring you have a positive mindset of, “I can do this.”
- How to make yourself an enjoyable salesperson that prospects actually want to talk to
Recorded Live on 2nd August 2018 9am PT/Noon ET
Episode Questions
- In Sales there are a lot of road blocks and things that can unmotivate you to keep selling. How can you combat this and instead muster up the courage to continue?
- What can people do if the sale doesn’t go as predicted? Is there any suggested Plan B?
- What are the most important keys to stay focused in order to achieve everything you want?
Our Guest
Elinor Stutz
Elinor Stutz broke through barriers long before doing so was popular. First, she proved women can sell. Her blog Smooth Sale was created to teach how to earn a returning and referring clientele. Elinor is an international best-selling author, a Top 1% Influencer, and sales guru and inspirational speaker.
Links › smoothsale.net | twitter.com | linkedin.com
Our Hosts
About Our Host
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
Martha Neumeister
Martha is social media strategist, responsible for all social media platforms of Pipeliner CRM. She is a communication expert with social media affinity, which she has been focusing on throughout her professional career. She has a bachelor´s degree in Entrepreneurship & Management and a master´s degree in Online Marketing which supports her in her career as Social Media Strategist.
About SalesChats
#SalesChats is a fast-paced (no more than 30 minutes) multi-media series that provides leading strategies, tactics and thinking for sales professionals worldwide. It can be found on Twitter (#SalesChats), as a live Google+ Hangout, and as a podcast available on iTunes, SoundCloud and right here on SalesPOP! If you think you would make a great guest for #SalesChats, please contact co-host Martha Neumeister.
#SalesChats is co-hosted by John Golden, CSMO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.
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