We all
invest time handling sales challenges. A career in selling wouldn’t be any fun
if we didn’t. You see, the real pros in selling, like you and me, love solving
challenges. That’s part of the reason we get out of bed every morning. In a
way, we’re like the super heroes you see in the movies. We are “in the zone”
when we’re helping others. That’s when we feel the most successful.
One of the
best clues as to whether or not someone understands the art of being successful
is their reaction to challenges. Those who achieve the greatest level of
success will mentally set everything else aside when they are faced with a
major challenge. They know that focused effort will help them resolve those
challenges in the best possible manner and with the greatest speed. They don’t
try to dodge or postpone those challenges. Rather, they face them squarely,
assess the situation completely, and seek out assistance from others if needed.
Those who
have made choices that led to failure or even disaster in their selling careers
usually ignored their challenges. They may have hidden from them or hoped they
could wait them out. Often more time was invested in worrying about the
challenge than acting upon it. That was valuable time that could have been
invested in finding new opportunities or creating new satisfied clients.
The key
element in handling all challenges is timing. When you’re faced with a
challenge, take fast and effective action. Make your decisions based on quality
information and your excellent experience as a sales professional.
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