Building Sales Resilience
Michael Licenblat
About the Session
Introduction
Bouncing Back from Rejections and Setbacks
Every year companies spend tens of thousands of dollars on training their sales teams in areas like prospecting, questioning and closing more sales. While this type of training is clearly valuable, it fails to address a key factor impacting sales performance. That is, the ability of the salesperson to manage the rejections and pushbacks they face on a daily basis.
As a significant proportion of initial sales calls, follow ups and meetings end in ‘No’, setbacks are a part of any sales process. Most salespeople, however, are never taught how to deal with the impact of hearing ‘no’, and as a result, their sales motivation and dollar productivity are diminished and the likelihood of future success reduced.
Key Take Away:
Recover quickly from rejections and challenges to achieve more.
Keep their ‘drive alive’ by not personalising rejections or push backs.
Deal with negativity and failure without becoming drained.
Develop a resilient mental attitude to stay focused and dollar productive in tough markets.
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