PART 3 IN OUR SERIES BASED ON THE BOOK TO SELL IS HUMAN

In To Sell Is Human: The Surprising Truth About Moving Others, author Daniel H. Pink describes the importance of buoyancy, the ability to stay afloat “in an ocean of rejection.”

Selling doesn’t always have a successful outcome. Rebuffs and rejections come with the territory. So, how can you maintain optimism in the face of refusal?

Tips for Boosting Your Buoyancy   

1. Try Interrogative Self-talk: Rather than tell yourself, “I’ve got this,” try an interrogative approach instead. Before a sales call, ask yourself questions like, “How is what I’m selling valuable?” and “What do I bring to the table to close this deal?” Using this approach can yield more genuine confidence than a mere “pump up” talk.
2. Project Positivity: Demonstrate your belief in your product and services not only in what you say but in how you say it. Show enthusiasm about the opportunity you have to help the customer achieve their goals.
3. Look Back and Learn: After a sales call, identify what went well and what didn’t quite go according to plan. Don’t let emotions cloud your judgment. View the call with an objective lens so you can determine what you want to continue doing and what you want to change going forward.

Sales is a lot like baseball—a player with three hits in ten at-bats is doing quite well. Selling, by nature, will result in some swings and misses. The key is to stay positive and strive to improve your technique after a setback.

Next, look for Part 4 in our series: Clarity. If you missed them, read Part 1 and Part 2 now.