In this Expert Insight Interview, Dr. Nadia Brown discusses why courage is a critical sales quality we need. Dr. Nadia Brown is the founder of The Doyenne Agency, a global sales, and sales training company.
This Expert Insight Interview discusses:
- The importance of courage in sales
- How it has never been more challenging to get the prospects’ attention
- Acknowledging the things that you can control
Fear of Rejection
Courage is the willingness to move despite fear and concerns. Sales conversations can bring up worries about rejection, so having the courage to put yourself out there is a necessary sales skill.
A lot of people default into sales as a career. Now, this is being increasingly addressed with sales courses in universities, but once upon a time, most people who studied marketing ended up in sales as their first job, so it is not uncommon for young salespeople to come into the profession unprepared which is particularly scary.
Celebrating Your Courage
We feel that we are busier than we’ve ever been, or more distracted at the very least, so when a salesperson calls, the last thing that we want to do is talk to them. It has never been more difficult to get somebody’s attention, so the rejection rate has increased considerably in recent years.
So, how do you find the courage and resilience to keep going when the going gets tough? One thing you can do is celebrate the fact that you dared to put yourself out there in the first place.
Focusing on What You Can Control
Sometimes, there’s so much pressure for sales professionals to get the “yes,” close the deal, and move things forward that we don’t take the time to celebrate or acknowledge the fact that we did our part. We can’t control if and when our clients say yes; we would all be billionaires if we could.
What we can control are our actions and decisions to put ourselves out there, so sales professionals should take the time to pause and take a moment to acknowledge the things that they can control, rather than focusing on things they cannot control.
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