Part of the job of any salesperson is knowing how to handle rejection. After all, how many “no” are received before finally being able to close another deal? Therefore, the challenge is to understand the reasons for not converting and look for ways to improve your work. All of this reinforces the importance of developing sales resilience.
Flexibility, adaptability, and evolution are essential characteristics for a salesperson, aren’t they? Exactly what resilience preaches, continually reinforcing the importance of developing the internal drive to improve constantly.
But how does it manifest itself within the sales segment, and what can you apply to your working methods? To help answer these questions, we’ve prepared an entire article on the subject.
What does it mean to have resilience?
Sales resilience is the professional’s ability to adapt to different scenarios and challenges during work. Knowing how to handle a negative response or a tighter budget are some examples of how this concept manifests itself.
The idea is to continue with a high level of productivity even in the most adverse situations. For example, imagine that you had a team with five other salespeople and could meet your goals frequently. One of the professionals, however, had to leave, but the goals remain.
Which alternative to following? To grieve and let the absence of a salesperson get in the way of everything that was planned, or to adapt and find ways to fill that outlet? If you choose the second option, you already understand the spirit of sales resilience.
Another example of how the concept manifests itself in this area is in the relationship with potential customers. After all, it’s scarce to know a salesperson who has received more “yes” than “no’s” throughout his career. The big difference is in how each one handles rejection.
Are you going to get discouraged after a day when you received too many negative responses, or are you going to dwell on what happened to figure out what to improve? Not being overwhelmed by a bad situation is fundamental to being more resilient.
Therefore, the search for constant improvement is essential to implement sales resilience in your work routine. In short, sales resilience represents how a salesperson handles changes, negatives, and new challenges that may arise; reduces the team? No problem, implement Inside Sales to sell more in less time, for example.
The more flexible and willing to develop to stand out in the market, the more resilience is present in the professional.
What skills does this concept relate to?
The concept of resilience has a solid relationship to some fundamental skills within the sales segment. So then, see how adopting this mentality can be a differentiator for your work.
Seize the opportunities
The market has a lot of opportunities. But what differentiates one professional from another is precisely who knows how to take advantage of circumstances.
Sales resilience ends up directly impacting this ability as well. After all, instead of being busy with a problem, the seller will try to understand how he can reverse a particular situation and, thus, find new business possibilities.
Imagine that your sales team was restricted to a particular segment of society. When losing a customer who represented the majority of sales, the ideal solution might be to find a new audience to try to sell to.
That is, the resilient seller is always looking for new opportunities, even at a time that initially appears to be negative.
Another essential characteristic of any salesperson is the flexibility to adapt to the challenges and scenarios that arise. Thus, a fundamental part of those who want to be more resilient is adjusting and flexible.
Did you notice that expenses are too high with the displacement to close new business? So why not adopt and change?
Adopt the Inside Sales concept and handle most of your sales remotely, for example. After all, it is possible to be efficient and close new business from anywhere, especially with digital transformation.
Therefore, the key to resilience flexibility is making necessary savings and adaptations without compromising your performance.
Understand the needs of others
So an essential part of a salesperson’s job is the ability to understand. In other words, how to look at who is on the other side of the table?
Understanding what the other’s needs are is critical, creating a feeling of empathy. Precisely what is enhanced with sales resilience? As it is necessary to adapt to a given situation, why not do the customer?
An efficient way to retain a more significant number of customers is to gain their trust. So why not show a little more empathy and be flexible in certain situations? Being too rigid in approach during a negotiation can be a severe mistake, reduced by adopting a more resilient mindset.
Why develop this skill?
But what is the fundamental importance of developing this skill and using it in your daily work? We’ve listed some of the factors that reinforce the impact of embracing sales resilience. Check out!
Being able to make difficult decisions
Within a society in constantly updated, the decision-making process must be done much faster and more effectively. So, as a result, there is less time to understand a given scenario and more responsibilities with the defined choice.
In this context, sales resilience is essential to develop the ability to contextualize each situation better. Quickly understand, for example, the pros and cons of going one way instead of another.
By continuously keeping an eye on the trends and situation of each client, the professional knows which path may be the most suitable for long-term benefit. But, again, the idea is to be more direct and practical, not wasting time with what you don’t add to your work.
Pursuing high performance
An essential characteristic of sales resilience is the constant search for ways to improve your performance. Did you break the sales record last month? Why settle down?
For example, the resilient professional is always looking for alternatives to improve their initial approach or after-sales work. There is always room for improvement, and resilience preaches this constant search.
Either with a pessimistic scenario (many refusals) or a more positive context (new deals closed). So in an increasingly competitive market, it is essential not to get stuck and look for ways to improve your performance in different functions of your job.
Increase internal trust
A work guided by sales resilience also means greater confidence when closing a deal or adjusting a contract. It’s important to understand that it’s not about being more arrogant but about having the firmness to insist on a proposal that you believe is good for both sides of a negotiation, for example.
At the same time that resilience works with flexibility, it develops greater confidence to make decisions. It can be a simple opinion on managing your team or even a suggestion to the customer. A resilient professional knows what he’s talking about and has the confidence to fund his ideas and projects.
What to do to have sales resilience?
Since sales resilience is essential, why not check out some suggestions for implementing this concept in your work? See our tips!
Define obvious purposes
The first step in embracing sales resilience is to define a clear purpose for developing that skill.
What are the goals of applying this new mindset? What do you want to turn this concept into something positive for your career or even personally? Identifying what the points for improvement are is an initial step at this point.
The idea is to target better where your efforts are going. What are the challenges that need to be overcome in the short, medium, and long term? It is essential even to identify whether it is necessary to make a more significant change or not, such as changing jobs or moving into a different area to continue developing.
Have a positive attitude
Taking a more positive stance is also essential to building sales resilience.
This article shows that seeing the positive side of situations is relevant to having the necessary prominence. Understand that even a problem that seems negative initially can become a business opportunity in the future.
Not just in the professional field, but a positive attitude can be essential for your personal growth as well. Don’t let bad news be enough to dampen your motivation or hurt your performance. The idea is to see the positive in everything and better use each situation during a working day.
Knowing how to control your emotions is also essential, developing self-control. For example, have you ever thought about not closing a deal because you had a previous negative experience with a client who works there?
It is important to leave certain situations behind and ensure that emotions only motivate you to seek more sales. In addition to contacting customers, sales resilience can be constructive in dealing better with your manager’s feedback.
The goal is to make your feelings a positive part of your work routine, not a potential problem.
Another way to build sales resilience is to release the natural tension from a busy work routine.
Whether through meditation or by setting aside a few minutes of your day for a physical or more relaxing activity. Stressful situations are typical, but they cannot be responsible for harming your performance at work.
Face the challenges
Proactivity is also essential for building sales resilience. After all, challenges must be sought all the time, not letting you and the rest of the team settle for a positive result, for example.
Furthermore, understanding that adversities are meant to be overcome can serve as a learning tool even when they are not.
By implementing sales resilience, you can create a more efficient and accurate workflow. When this happens, even other areas directly benefit, such as Marketing. Thus, it represents an increase in the ROI of your campaigns and impacts the way your company communicates with your audience.