Resilience in sales is a characteristic that speaks to our ability to recover or bounce back from difficulties we experience in sales and life. Insight is a trait that speaks to our capacity to gain an accurate and deep intuitive understanding of a person or situation when selling.

How to Cultivate the Self-Insight:

- Ask Questions- Set & Assess Goals- Get outside input- Assess Your Feelings

As we seek to become more resilient in sales, we should also seek to know ourselves more and on a deeper level. Engaging in thoughtful practices such as those mentioned above will help foster more self-insight which will lead to more understanding of self when facing adversity in sales. This creates a great foundation for resilience to build upon.

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Resiliency is a characteristic possessed by every individual who has ever achieved something truly worthwhile. Being able to push through difficulties, setbacks and the unrelenting obstacles that life throws your way is paramount to success in whatever it is you seek. Unfortunately, the majority of individuals look for the path of least resistance in all aspects of a sales career and life. Avoiding difficulty and hard work is incredibly enticing for most. 

In this podcast, we will discuss 5 ways to become more resilient in your everyday sales career that will allow you to step out of your comfort zone and finally go after those lofty goals for your career in sales:

Seek Discomfort 

Solidify Your “Why”

Keep Your Ego In Check

Don’t Shy Away From Failure

Self-Talk Is Everything

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There are several common traits shared by resilient individuals. The way these traits manifest themselves on an individual basis is always unique to the individuals’ interests, talents, and specific goals. In this podcast, we will analyze 5 characteristics that are attributed to resilient salespeople.

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I didn’t pay enough attention to my service delivery

I couldn’t control my frustration when the prospect kept me waiting 

I didn’t have a good understanding of the prospect’s business or his needs

I was not well-prepared for the meeting

I dropped my professional guard and tried to be too friendly with the prospect

I’m not particularly enthusiastic about the product that I sell 

I couldn’t answer the prospect’s questions

I bullied the prospect into listening to my sales pitch

I frequently repeated my statements 

I did not follow my strong points when I had my prospect interested

I exaggerated and misrepresented the product

I failed to clinch each point as I went along

I couldn’t close the deal

I lacked the Power of Persuasion

I didn’t practice the Art of Suggestion

I didn’t urge my prospect to sign the order

I couldn’t identify the appropriate time to close the deal

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The only way that anything changes is if things change. If you want your sales career to look different, you can take positive action to build the sales career you want.

First comes willingness and then comes action. If you're willing to make the changes you want to make, you're halfway there.

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One thing to remember is to flush the pipeline periodically by moving on if there’s been no significant response over several weeks. If the lead has gone cold, then put them on an extended tickler and try back in three or six months. Once you’ve qualified the lead, it’s important to realize that just because they’re not interested now, situations can change.Follow these steps and you will have an active pipeline that just crackles with potential leads. In fact, you’ll find that you have more possible leads than time in the day.

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There is one initial step necessary prior to defining the perfect sales lead.Step one requires a thorough understanding of the stages necessary to move a lead from a prospect to a closed deal. We call these pipeline stages and they define where a lead is as it moves through the sales funnel. The naming convention for these stages could be as simple or complex as your product or service warrants. If you don’t definethese stages, however, then your team will reside in the Tower of Babel; without speaking the same language you won’t be effective in defining and tracking the various stages of the sales pipeline. Now that could really mess up your forecasting report!

Here are the two important considerations that are sometimes missed when qualifying a lead:1. Do you have the right decision-maker?2. Do they have the budget?

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There isn't very much that we have direct control over in our sales lives. For example, we cannot control our customers, our coworkers, or the weather and traffic.

Though it may seem difficult when adversity hits when we are selling, we can control our reactions to the situation.

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In order to strengthen resilience in sales, it's important to understand the concept in depth.

Resilience is your ability to move forward by growing through every part of your sales process. Struggling is a natural

part of living. What matters is how we react to struggles and challenges.

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Searching for trigger events is the first step forming three main keys of every sale that are:1. Researching and qualifying your customers2. Being in front of them3. Being there when they are ready to buy — the timing

To start the sales process you need to find out who could be in the market today, and then recognize your selected customer’s wants and needs. You need to have a 360-degree view of your prospects.

When you are selling you need to differentiate and trigger events will make this possible.

Customers will be positively shocked with your due diligence and the fact-finding mission you accomplished with them. When you contact your prospects and on the first conversation you leave them with the impression you know their situation very well — you care to help, and you can add value to them, you are much closer to signing a deal than anybody else.

After discovering trigger events, the next steps are to develop the customer’s perception of your unique value. What can you do for them? How your solution can actually create value for them?

Trigger events will give you the clue about the timing too.

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