In light of all that is happening today, I will be writing a series of blogs on MINDSET. As sales professionals we recognize the impact of Mindset when we plan our days, when we consult with customers, and when we provide value. In sales, mindsets are essential, as they signify how you as a top professional THINK – how you approach your work with customers…. how you “see” things. It is the inner game that is so critical to the impact and results we generate.
This series will highlight short messages on the mindsets our research has uncovered are essential in sales. And today's Mindset focus is RESILIENCE! Enjoy the series.
Resilience - the ability to become strong, healthy, or successful again after something bad happens.
Psychology Today calls it the “quality that allows some people to be knocked down by life and come back stronger than ever. Rather than letting failure overcome them and drain their resolve, resilient people find a way to rise from the ashes.”
And in light of today’s epidemic, developing a mindset and habit of resilience is needed now and once we return to a higher level of business activity.
As a lifelong student of Sales, I have recognized that Resilience is one of those characteristics successful salespeople have developed. While lots of men and women like to sulk, complain, or worry, the very best salespeople have a mindset of resilience that allows them to bounce back time and time again. No great achievement, regardless of how it looks from the outside, has ever been built on a straight line of success.
If you are experiencing some setbacks now, how are you handling it? Do you have the mental toughness needed and are you able and willing to make course corrections?
Remember, top salespeople use failure as the fuel to do other things. Failure plays a critical role in success. I will be the first to admit this is easier to write about than it is to practice. It's difficult not to take something like a lost sale or rejected proposal personally and emotionally. Yet, dwelling on mistakes – or worse yet, factors outside of your control – does nothing to help your performance. Instead, you have to look at these situations as opportunities to learn. See what, if anything, you could have done differently and then move to the future a bit wiser.
Todd Williams, a dedicated sales coach, coaches his sales team that “instead of dwelling on lost business, create touch points in other areas where you can provide value. Look past the short term. Ask yourself: ‘What else do you have in your arsenal to drive growth?’ Once you shift that mindset, you will likely recover the lost business, even if it may take some time.”
Carol Dweck, author of Mindset: The New Psychology of Success says “a champion is someone who can raise their level of play when they need to.”
Key to practicing a mindset of resilience is to always be focused on continuous improvement. Experts affirm that developing a mindset of resilience comes down to maintaining laser focus on your goals while maintaining balance in mind, body and spirit. Know that your selling career is going to have a lot of ups and downs, and so you should be prepared to meet them head on.
If you are being challenged now, remember, we will be in a better place soon. If you and your business are doing well, how are you planning for the future in the event circumstances change?
Are you as resilient as you could be? The best salespeople have long-term endurance. Do you? Think about it.