Overcoming Rejection

As you attempt to close for commitment, you’re sure to encounter rejection.

As William Saroyan said: “Good people are good because they’ve come to wisdom through failure.”

The same applies to sales people. Good sales people are good because they have also come to wisdom through failure. They learn from their experience and turn it into an opportunity for growth.

That’s the winning attitude that Henry Beecher said:

“It’s defeat that turns bone to flint…gristle into muscle…and makes men invincible. Do not then be afraid of defeat. You are never so near victory as when you are defeated in a good cause.” 

You know my philosophy on rejection. “It’s never no, just not now.”

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We Repeat What We Don’t Repair!

My day begins every morning by reading the Daily Devotional, which is my strength and guide for daily living. Today’s tip comes from that Devotional.

What a great opportunity we have to be able to look back to see what needs to be repaired in our professional and personal life in 2019.

The truth of the matter is this…We repeat what we don’t repair and lessons unlearned get repeated.

What happened in 2018 that needs to be repaired? Don’t forget Einstein’s quote: “If you keep on doing what you have always done you will get what you have always gotten.”

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Sales Tip #427 From The Sales Doctor

S.M.A.R.T. Goals for 2019

If you have not established your goals for 2019, I strongly recommend that you use the S.M.A.R.T. goal process. If you have, make sure it aligns with these five essential steps.

Specific (And Strategic): Linked to position summary, departmental goals/mission, and/or overall School of Medicine goals and strategic plans. Answers the question—Who? and What?

Measurable: The success toward meeting the goal can be measured. Answers the question — How?

Attainable: Goals are realistic and can be achieved in a specific amount of time and are reasonable.

Relevant (Results-Oriented): The goals are aligned with current tasks and projects and focus in one defined area; include the expected result.

Time-Framed: Goals have a clearly defined time-frame including a target or deadline date.

Remember a goal without a plan is just a wish!

How Well Do You Listen?

Studies show we forget 50 percent of what we hear immediately, 80 percent within a day and 97 percent within a week. So, what is the solution? When you listen, make understanding your goal, not just remembering facts.

The people who really listen to us become the most important people in our lives. They all do these three things:

1. Look directly at the speaker.
2. Don’t interrupt.
3. Suspend your judgment.

The good news is that it’s never too late to become a good listener.

Sales Tip #425 From The Sales Doctor

Unbreakable

The Merriam-Webster Dictionary definition for unbreakable is “incapable of being destroyed, ruined or rendered ineffective.” These are the same characteristics that we should display when the customer says your price is too high.

If you are breakable, you will be rendered ineffective and immediately drop your price. But if you are unbreakable, your response will be calm and calculated: “Please tell me why you feel the price is too high?”

Preparation and practice will make you unbreakable and prepare you for those potential breakable moments that can pop up during the sale.

Sales Tip #424 From The Sales Doctor

Onboarding New Customers

When a new employee begins his or her first day, they are placed in the company’s onboarding program for a designated period of time. So my question is, are you placing your new customers in a similar program to help ensure a smooth transition into your company? If not, why not?

Onboarding new customers is a great way to reaffirm to them that they made the right decision, and it also prevents buyer’s remorse.

GET MARVINIZED! by The SalesDoctor@MarvinMontgomery.com.
Author/Motivational Speaker/Professional Sales Trainer and Coach

“Preparation and practice provide peak performance.”

S.M.A.R.T. Goals for 2019

If you have not established your goals for 2019, I strongly recommend that you use the S.M.A.R.T. Goal process. If you have, make sure it aligns with these five essential steps.

Specific (and strategic): Linked to position summary, departmental goals/mission, and/or overall goals and strategic plans. Answers the questions—Who? and What?

Measurable: The success toward meeting the goal can be measured. Answers the question—How?

Attainable: Goals are realistic and can be achieved in a specific amount of time and are reasonable.

Relevant (results oriented): The goals are aligned with current tasks and projects and focus on one defined area; include the expected result.

Time-framed: Goals have a clearly defined time frame including a target or deadline date.

Remember: A goal without a plan is just a wish!

I have the answer for the challenge of delivering an exceptional customer service experience consistently. It can be found in a simple statement that Larry J.B. Robinson would to say to us when I worked for his company:

“Treat every customer like it is my mom.”

That saying stuck with me, and it definitely had an impact on every customer contact I had, whether it was on the phone or in person.

Just think: If you knew in advance that you were assisting your boss’ mom, you would give it 110%.

Plus, you never really know if it is or not. Always give the customer your BEST!