We are living through a crisis that is challenging everything around us and perhaps permanently changing the business world. Our new guest for today, Anne Grady, is the author, speaker, entrepreneur, and resilience expert that helps businesses all over the world to grow in times just like these.
In this expert insight interview, we explore:
- Building resilience
- Leaving the comfort zone
- The importance of self-care
Change is the same as grief, in terms of the ways our brain processes it, but it is also the time when we build the most resilience, especially in sales. It is not easy, but it’s where the growth happens. Now salespeople have to figure out how to move on and not only survive, but find a way to learn from this situation. That is the only way to come out stronger.
People are still buying, but their reasons and motivations behind it are different. Assess your skillset, processes, and identify what you need to change to adjust to these circumstances. The sale isn’t about numbers, but connection, because you can’t influence behavior if there is no connection. It is why listening and understanding the buyer’s motives, needs, and problems that they are trying to solve is now more critical than ever.
Get Comfortable Being Uncomfortable
There are a lot of industries that are thriving right now, and the key is to find ways to branch out to them. Resilience is built when you are exhausted, and your habit patterns have been broken. Our brain hates uncertainty and sees it as a threat, and that is why it needs to be retrained. To get the result that you need, you should cultivate new habits, avoid negativities, and eliminate distractions. The need is still there, but it’s just different. There are ways to get creative about problem-solving, but you can’t do that if you are operating out of a place of fear.
The Importance Of Self-Care
It is easy to become apathetic and use pandemic as an excuse, but it won’t do you any good. It is critical to accept the reality for what it is, but it doesn’t mean that you can’t still be solving people’s problems. The things may never get back to how they were before, but it doesn’t have to be a bad thing for you. Embrace the opportunity, explore it, and see what happens.
At the same time, it is highly important to acknowledge stressors. Be as positive as you can be in your circumstances and learn to be aware of the thoughts and emotions that are serving you, and the ones that sabotage you.
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.