Tough Day = Tough Salesperson
I was recently talking with a friend of mine and he was telling me how rotten of a day he had a few weeks ago and how nothing went right. He shared with me how he did not make one sale on that day and how two sales that he thought he had made fell through. In short, he just had a day that we all have from time to time.
We all have those days when no one says, “I’ll take it” and you hear more objections in one day than you have heard in the previous six months. Every salesperson will have these days but the professional salesperson will view those days as a blip on the radar screen and move on to the next day. One of football coaches favorite clichés is, “the last play is over, forget about it and move on to the next play.” It’s a cliché for a reason-it’s true. As anyone who has been in the sales game longer than five minutes knows, there will be those days that my friend described to me but it is the salesperson who moves on to the next play that will continually find success.
The important thing to remember is not to let the bad day spill over into the next day and the day after that. We have discussed in the past about preparing for each day when you arrive at work and how that step is so vital to your success. Part of preparing for the day at hand is forgetting the previous day, live in the moment as they say. Whether you sold five cars yesterday or none, today is a new day and the customer you are selling to today does not care what kind of day you had yesterday. If you have carried over the negative feelings that you had because of your bad day yesterday, then chances are good that those feelings will work their way into your presentation today and your customer is going to share those feelings and likely give you another no. However, if you have left yesterday behind and approached today with a positive outlook, then you are more likely to hear that customer say, “I’ll take it!”
In conclusion, don’t let one bad day become a bad week. Each day presents new and exciting opportunities; make sure you are in the proper frame of mind to take advantage of what every day may have in store.
FINAO - Brad Huisken - President, IAS Training
