Sales people and business developers experience a lot of rejection during their lead generation efforts, even more so in this current economy. Business expectations and challenges have never been greater than they are right now. Our prospective clients are having difficulty accessing cash and freeing up capital for new initiatives, contributing to longer sales cycles and uncertain growth.
All of this can lead to a vague free-floating fear that paralyzes us into inaction and allows self-doubt to emerge. One of the cold, hard facts about sales is that you can’t sell to everyone. And, when you are ready to sell, buyers are often not ready to buy. ??So, how do you keep a positive outlook in the face of so many “no’s”? You take control of the one thing you can control – your mindset. The first hurdle to success happens right between your ears!
What I have found is that “tough times” is a perception as much as it is an economic reality. Although I can’t do much about the economy, I can certainly make sure my mindset is one of abundance and success. ??When you hold positive outcomes predominantly in your mind, you will find that options will present themselves to lead you down the path to the results you want to achieve. Conversely, if you dwell on the “tough times”, you will draw to you alternatives to keep you on the low road.
I see this when I coach new sales people on prospecting for new business. If they believe they are no better than a telemarketer interrupting someone’s dinner, that belief undermines their persistence and they become one of those sales people who make 3 calls and then gives up. If you believe that sales are hard to come by, doing the work to cultivate new opportunities will be that much more difficult.
Conversely, if you know in your heart that you are a reputable person with integrity representing a beneficial product or service, you are coming from a place of service and confidence. You are seeking opportunities to help your clients with their challenges, and that’s really a noble endeavor and absolutely needed in any economy. Perhaps now more than ever, your customers need someone on their side offering insights into their problems.
Even in a time that is as difficult as ours is now, those with a mindset of abundance, optimism, and service will outshine and outlast those without every time. Mindset matters – so choose yours wisely and consciously each day.
