Monday, April 20, 2015

Changing a “Failure” To a “Win”

Changing a “Failure” To a “Win”

This is a topic that we have all been down before, whether we like to admit it or not.

However, recognizing if/when we are struggling is the key to shortening that period of time to turn business back around and not only make up for the challenges, but to grow to be better at our craft moving forward.

So let’s take a look at some of reactions that we as sales people have to the challenges that we run into…

1.       Curse it
2.       Deny it (a nice way of saying lie about it) to yourself or justifying it
a.       “I really did sell that job, and it will definitely get installed even though I wrote it without a deposit”
b.      “I’m not writing that job right now, but I know that they will call me back.”
c.       “All they need to do is talk to their spouse, there’s nothing I could have done to write that order.”
3.       Avoid it
a.       Telling yourself that you are still doing well.
b.      Not recognizing/ignoring the fact that you are in a slump
4.       Make an excuse about it
a.       “The sale didn’t fit within the customer’s budget.”
b.      “We didn’t have a product that the customer liked.”
c.       We didn’t have the financing they needed to make a purchase.”
5.       Blame others (this is the easiest)
a.       “The leads that I’m getting aren’t as good as someone else.”
b.      “The sale that is running is too hard to explain.”
c.       “My appointments are in economically challenged areas.”

All these things are what we say to ourselves (and sometimes those around us) when we are not as successful as we would hope to be.

Even though we have gotten to this point, it doesn’t mean that we have failed.

The actual “fail” itself is when you actually make the decision to quit, and not continue to try and improve.

So what can we do to become as successful as possible when we are in a situation where we don’t succeed at first?

1.        Look at the failure/miss as an event, not as a person or yourself individually.
a.       You, yourself are not a failure. 
b.      You just might not have succeeded at a particular event.
c.       Just because it didn’t work that one, two, or three times, doesn’t mean you are a failure.
2.       Look for the why, and find the solution.
***Here you have to always be asking yourself, “Why?”
***This is the discovery phase that you are doing internally with yourself.
a.       Dig into why you weren’t successful.
b.      How was your presentation?
c.       Did you dress professionally
d.      Did you arrive on time?
e.      Did you park in the street?
f.        Did you introduce yourself like a professional?
g.       Did you take the opportunity to build rapport?
h.      Did you do a full wants/need analysis and discovery
i.         Did I explain the promotion properly, completely, and confidently?
j.        Did you present products that accomplished for your customer what they were trying to do with their project?
k.       Did you present an appropriate price and negotiate properly?
l.         Simply put, did you do a complete presentation, to the best of your abilities, with that particular customer?
3.       List possible opportunities
***This is the learning phase, where you grow and develop yourself.
a.       Is there a particular objection that I am getting continually that I am unable to overcome?
                                                               i.      Shopping
                                                             ii.      Price
                                                            iii.      Spouse
                                                           iv.      Wait/Think about it
b.      Am I having difficulty pricing out multiple products for the customer to look at?
c.       Am I having difficulty explaining the promotion
d.      Am I having difficulty setting up the drop call or negotiating with the customer credibly?
e.      Am I fumbling my cross sale or referral pitch?
f.        Now that you’ve isolated things that you are struggling with, what are you going to do about it?
g.       Have you called your manager/team leader and asked for help?
h.      Have you sat down to put together an action plan?
i.         The key to this is to have a goal and get someone’s assistance to help you achieve it.
                                                               i.      Maybe it is to improve your closing percentage/MPL
                                                             ii.      Maybe it is to qualify for the revenue bonus.
                                                            iii.      Maybe it is to do a set number of cross sales for the month
                                                           iv.      Maybe it is to get 4 self-gens/referrals so you can get the big bonus money
4.       Ask yourself, “What have I learned?” And then try again.
***This is the action phase where you implement what you have just learned.
a.       Are you working through the customers objections/questions with them and then circling back to the close
b.      Are you now asking trial closes
c.       Are you presenting multiple samples within a similar product line
d.      Are you asking for a cross sale on every appointment
e.      Are you asking for referrals on your leads and following up with the customer after the installation.
5.       Don’t hang around with other people that are struggling and complain – go associate yourself with other successful individuals.
a.       Here are all the cliché terms that everyone has heard from a million other people
                                                               i.      Success breeds success
                                                             ii.      The law of attraction
                                                            iii.      Birds of a feather flock together
                                                           iv.      Likes attract likes
                                                             v.      You’re only as good as the company that you keep.
b.      The bottom line is that if you want to be successful, you have to see yourself as successful, and the best way that you can do that is by being around other successful people.
c.       Don’t ignore your buddy who is coming to you for help because he/she is having a tough day.
                                                               i.      But realize that you cannot live there
                                                             ii.      Your own success is depending on you!

To wrap it up in one common theme, all of these things boil down to attitude.

It’s not about what happens to you.  It’s about how you respond to it.

How are you going to respond to the things that happen to you?
-          Are you going to avoid them?
-          Are you going to deny them?
-          Lie to yourself about them?
-          Make excuses about them?
-          Blame others for what happened?

Here’s the 5 points again on how to turn it around:
1.       Recognize that missing is an event, when you miss you are not a failure.
2.       Look for the reason why you missed, and find a solution.
3.       List the opportunities that you have to be successful
4.       Reflect to yourself what you have learned, and continue to try.
5.       And associate with the right group of people that have your best interests in mind

Are you going to be the person that takes the loss and hangs onto it, or the one that takes ownership of it and find out how to overcome it and make sure that the next time the situation presents itself that you are ready for it and better than what you were the last time.

Floors By Tomorrow
Auth Rep of Empire Today
Sales Trainer
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