Play It Again, Sam!

As the Richard Carlson's title Don't Sweat the Small Stuff (I bet you can finish the title!) suggests, we have to roll with the punches...in sales and in life.

It is a seemingly small point (pun intended!), but with BIG ramifications.

People should not be able to ascertain how you are really feeling every minute of every day - by judging your face, your walk or your demeanor. This is not meant to suggest we should be living a lie or wearing a social mask - but if we all looked sour when things went wrong and only happy when things went perfect the world would be a "salty place"!

Every event in our lives is a teachable moment. We have to be focused on extracting the lesson and improving when necessary.

How do you treat a bad experience and learn from it?

Go Hollywood! When looking in the rear view mirror of your not so positive experiences, play back an "alternate ending" and see yourself successful. In your imagination you can turn the poor performance into one for the ages!

When you "Play it again, Sam" there are several things to remember.

Remember: Your mission! To put yourself in the best position to close sales, you have to be mindful of what the client wants. Think of your own desires, and problems.

What would you want if you were in their shoes?

We all want answers, but upon examination, you will understand we all have a specific way we want the answers presented and implemented.

Remember: Your buying ear is the key to your selling voice.

Along with the science of the product, you have to inject and nuance your "authentic sales voice" - all the while uncovering/discovering what the client wants and how they want it delivered.

Daunting?

Not really.  Realize that while the product is "static" (unchangeable and fixed); you and the prospect/client are in dynamic exchange.

Remember: I'm only human. It stands to reason that your ability to connect to people, empathize with their needs/problems/desires, and provide an answer consistent with their preferences are the overriding factors in sales success. The parts that allow for that success are what make up the human experience and is the essence of sales...and life.

Sound complicated?

Are you married...trying to get married?  Trying not to strangle a co-worker? (smile!)

Trust me...you are doing this all day, every day, in virtually every human interaction.

Until tomorrow, I wish you Money, Power, Success!