Last year brought lots of difficulties and uncertainty to everyone, but the beginning of 2021 does not mean that things will automatically go back to normal. Thus, in this Expert Insight Interview, Michael Licenblat discusses how to recreate momentum and motivation to continue growing. Michael Licenblat is a resilience expert, helping people to sell more in tough markets.
The interview discusses:
- Different perspectives of resilience
- Going back to fundamentals
- Three key points of sales resilience
- Understanding the psychology behind it
Resilience comes in different forms, such as bouncing back fast from setbacks, achieving something despite the difficulty, handling stress and pressure, being emotionally resilient, or having the ability to pivot. But ultimately, being resilient means being able to adapt, grow, and thrive no matter what life throws at you.
Back to Basics
People often confuse motivation and momentum. Being motivated pushes you forward when doing something, but creating momentum means starting it. We create momentum with many little steps so that motivation comes naturally. Recreating the momentum requires going back to the basics. That means going back to the simple things that we already tried, tested, and know how to do. We need to rebuild confidence in ourselves, and the way to do it is to be consistent in doing small things that we do well.
We tend to be reluctant to do something when we feel that we are not ready for it. Thus, we have to remind ourselves that we create value for people and shift our mindset to serving people. Finding value in what you do will help you to recreate the momentum. But, to create value, you have to believe in yourself first. Thus, believe that you still have what it takes. Our worst enemy is self-doubt. Our mind works that way that when we feel threatened, it keeps us in our safety zone. However, feeling threatened keeps us from making the first move in moving forward. The key is to acknowledge the fear that we experience so that we can liberate ourselves from it.
In sales, being hesitant to go forward is fear. There are two different approaches to take. One is a surgical approach in which making a mistake means that person dies. Having this approach in sales does not allow growth. Thus, in sales, we should embrace the second approach – the scientific one. Scientists test hypotheses meaning that they try different things until they achieve success. This approach allows you to fail fast and not to be afraid to continue to move forward. We have to be able to understand the fear and the psychology that stands behind it in order to achieve resilience in sales.
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.