Sales is Easy!

Sales is Easy!

By Alen MayerBusinessMarketing
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Sales is Easy! episodes

  • #56: Resilience versus Talent in Sales
    Talent has advantages, but it's overrated:
    1.   Talent can make the journey easier. If you have a talent for a particular area, such as music or sales, you’ll have an easier time making progress. The journey is smoother and faster.
    2.   Talent is insufficient. Talent doesn’t eliminate the need for practice. Talent without practice is no more valuable than not having the talent in the first place. The athletes you see on TV have both talent and years of intense practice. Salespeople who don’t develop their knowledge and skills will never achieve the level of success they desire.
    3.   Talent isn’t a choice. You can’t choose to have a particular talent. You either have it or you don’t. Ideally, your interests and talents are in alignment.
    4.   Talent is only necessary at the highest levels. Can you be the world’s greatest pianist or golfer without talent? No. But you can make a good living playing the piano or working as a salesperson without much talent provided you work hard enough and long enough.
    There’s nothing wrong with being talented. The more talent, the better. But talent isn’t enough to ensure success. It only determines the extreme upper limits of your success. It also makes progress easier and faster.
    How resilience can be enough to ensure success in all areas of life:
    1.   Resilience is enough to achieve 99% of your goals. Forget about talent. If you have the ability to persist and maintain a positive attitude and stay motivated during a time of adversity, you can be successful when handling difficult customers.
    2.   Anyone can have resilience. Resilience is the result of a certain way of thinking and viewing the world. You can choose your beliefs and your thoughts. Therefore, you can have resilience. Start today. Make yourself do something that you don’t want to do, like clean out your desk or purge your unneeded emails or call a client with whom you don’t have the best relationship. Be tough and get it done.
    3.   Resilience produces resilience. Developing resilience is like building your biceps. Your ability to demonstrate resolve grows with practice. Make yourself do something each day that’s unappealing, like following up with the prospect who is not responding to your emails or calls.
    Resilience is calming. That might seem counterintuitive, but it’s true. When you have determination, you don’t have many choices to make. You simply keep moving forward. Constant self-questioning is stressful and exhausting. When you only have a single choice, life is simpler. Having too many choices creates anxiety. If you want to continue working in sales, keep on doing what you are doing. Remind yourself of previous successes and deals closed and it will give you calm and strength to continue.
    All the talent in the business world is useless if it isn’t applied diligently. The ability to persist during any sales challenge is the key to long-term success. 
    Here are 3 things that you need to do today:
    1.   Pick one thing that you’ve been putting off, and do it now, while it’s fresh on your mind.
    2.   Tomorrow, do one more thing that you’d rather not do.
    3.   Start a habit of doing unwanted tasks quickly and as soon as you can.
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    18 min
  • 5 Benefits of Developing Your Sales Resiliency
    Resilience is a critical sales skill that everyone needs to develop in order to thrive in sales and in life. Resilience describes one’s ability to recover from sales challenges. Someone who is resilient does not let difficulties defeat them but rather pushes through hardships until they overcome them, no matter how hard and no matter how long. Resilience is an absolute necessity because adversity in sales is completely unavoidable in your sales career. Thus, the earlier one is taught sales resilience the better they will be in sales. 
    Coping Skills 
    One benefit of resilience in sales is that it teaches salespeople how to develop critical coping skills. In order to be able to bounce back from a challenge, you must learn how to navigate through that challenge. That means choosing to face the crisis head-on rather than avoiding it. In doing so, you learn how to assess a situation and respond to it properly based on the specific circumstances of that sales situation. You can choose a strategy that will magnify the chances of a successful outcome and a more measured emotional response.
    Patience
    When we face adversity in sales, we often want the challenge to be over quickly, but that is very rarely the case. As we adapt to the situation we learn how to wait and become patient. We learn that things often don’t change instantaneously and how to manage our emotions in the process. Thus, we are less likely to have angry, sad, or other negative emotional responses as a result of our inability to wait for our situation to improve. Instead, we learn to grow comfortable in the waiting with the ultimate knowledge that our circumstances will in fact change in the end.
    Awareness
    A part of learning how to adapt to situations involves learning about ourselves too. As we review the specific challenge, we are facing we also take time to examine how we may be contributing to the issue and how our actions or attitudes can be altered in order to overcome the situation. 
    This awareness about our behaviors, thoughts, attitudes, and feelings helps us to learn about ourselves and make thoughtful decisions that can be applied to the scenario we are facing. It is self-discovery that leads to enhanced clarity which leads to an ability to challenge old beliefs, assess false assumptions, and remove barriers to our success. 
    Support Systems
    Another way resilience offers a benefit is by helping salespeople develop support systems in their lives. As people face hardships and take steps to try to overcome those challenges, they often realize they need assistance. This leads people to reach out to family, friends, colleagues, therapists, or other individuals who can provide the physical, mental, or emotional resources needed to help them successfully navigate the situation. 
    Confidence
    Pressing through hardships and overcoming challenges gives us greater belief in ourselves and our abilities. We see ourselves as more competent and more capable because we’ve seen ourselves successfully navigate difficulties in the past. This confidence then puts us in a better position to approach future challenges with a more optimistic outlook, because we have a more firm belief in our abilities and our skills. 
    Sales resiliency better equips us to not only face future challenges but to develop crucial life skills that will help us be more effective and efficient in sales. As we grow in our resilience, we improve our coping skills, patience, awareness, support systems, and confidence in a way that benefits us and those around us. We then become more of an asset and better equipped to navigate any sales adversity we face. 
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    25 min
  • The Power Of Persistence in Sales
    What Is The Power Of Persistence in Sales?How Can We Define Persistence in Sales? Can Persistence Be Learned? Why It’s Important To Develop Persistence in SalesTraits Of Highly Persistent Salespeople Using 15 Habits Of Persistent Salespeople To Help You Develop Persistence Positive Affirmations Can Help Generate Persistence
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    20 min
  • Life in Sales Isn’t Fair, So What!
    If you want to thrive and achieve any success in sales you must learn how to shift your focus from the fact that a career in sales isn’t fair to the most important thing impacting your personal success, and that thing is you. By focusing on who you are you have the ability to channel your power into actionable progress and ultimately success.
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    15 min
  • Resilient Salespeople Can Maintain Control of a Situation
    Every salesperson has been in stressful situations. Whether a difficult situation affects you personally or a group of customers you’ve been involved with, being resilient means, you can maintain control and think of new ways to tackle problems. Resilient salespeople adapt quickly to changes and use their skills to recover from difficulties.
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    17 min
  • 10 Sales Resilience Power Words
    Resilience speaks to a salesperson's ability to bounce back from difficulties and catastrophes experienced in a sales job. Resilience is essential to navigating life because adversity and challenges are inevitable. While there are a variety of things related to resilience in sales, the following is a list of resilience power words. Each of these words is linked to the development of resilience, which ultimately equates to the ability to handle adversity with grace.
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    20 min
  • Yes, You Can Build Your Resiliency in Sales and Grow from It
    Psychologists have determined that resiliency is a skill you can learn.  And once you learn what you need to be resilient in sales, you can also improve and grow your expertise.
    Resiliency requires a commitment to improving yourself.  Specific actions and skills are needed to become and stay resilient. Researchers have identified the following ways you can build and grow resiliency:
    • Take Responsibility• See Change as an Opportunity• Have Goals• Learn from Success and Failure• Get Support• Take Action• Be Optimistic• Have Patience
    Yes, you can build the resiliency needed to succeed in sales.  By focusing on the skills, you need to develop to become resilient, you can grow as a person and improve your sales career and life. 
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    18 min
  • Resilience: The Cornerstone of Your Personal Power When Selling
    There is a link between resilience and personal power when selling. These key aspects of resilience help support personal power:
    • Focusing on the Present Supports Faith in Yourself• Learning from Your Failures Supports Self-Acceptance• Positive Thinking Supports Courage in Your Principles• Stress Management Supports Being Yourself• Changed Perspective Supports Choosing Your Response
    It’s impossible to build and maintain personal power without resilience. As the cornerstone of personal power, resilience provides the skills of focusing on the present, learning and growth, positive thinking, and stress management. 
    These skills change your perspective and support your personal power by helping you choose your response despite outside influences by building faith in yourself and your principles, self-acceptance, and the courage to be yourself and choose your best outcome. 
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    15 min
  • How To Develop Empathy Skills in Sales
    Empathy is the ability to understand and sometimes even feel customers' emotions and be able to treat them according to those emotions and emotional reactions. Developing the ability to show others empathy is important to aid in solving your customer's problems and win over their hearts.
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    16 min
  • Shifting Anxiety And Worry Towards Positive Action in Sales
    When we are confronted with anxious or worrisome situations when selling our bodies react differently than when faced with a normal situation. This causes the fight or flight response to naturally respond. We need to change our mindset from flight to fight and direct it towards positive action when selling.
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    14 min

About Sales is Easy!

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Sales is Easy is a place where we simplify and demystify the sales process, and help you with learning the formula to overcome setbacks and make sales easy. When done by a skilled professional, sales…