5 Things That Make Me Feel Happy with What I Do

I admit that conducting training events that may run from two hours to seven hours a day is not easy. Why? Because I need to prepare hours or days before the event. Do I get tired? Yes, I do, but not during the training. My energy in every training is always on, and I only feel exhausted when done. Most of the time, I would even miss my meals. Strangely though, I fell more in love with doing it. The exhaustion does not dampen my passion and spirit from continuously doing what I do. Why? Here are my top five reasons.  

  1. When I see that the participants understand the foundation they need to have, not just in sales but also in life, I feel that what I do is very important. Since I believe that my mission is essential and helps many people, it is enough to make me happy and driven. Hence, I do whatever it takes to make them learn and understand the salesperson’s context. Every time I see the participants’ eyes sparkle when they realize the importance of their roles, I want to help them more and more. 
  2. When they discover the lessons and tools we have for them are doable, practical, and applicable, I feel excited. It is not enough for me to share the information with my students. Making them apply the information I provide is an essential part of the training. This part takes a lot of the training time. It also requires a lot of supervision. Yet, seeing and hearing the participants able to use the techniques well and seeing the satisfaction on their faces when they successfully master those techniques make me even more enthusiastic rather than tired.  
  3. When I see breakthroughs after overcoming their fear or limiting beliefs then embrace what’s best for them, I feel proud. In my opinion, it is more challenging to encourage adults to face their fears and let go of the beliefs that limit them than persuading a child. The reason is that adults’ fears and limiting beliefs are already deeply rooted in their minds and hearts. Thus, there is nothing more rewarding than seeing my training participants take on the challenges I give them and winning over those fears and limiting beliefs right before my eyes.
  4. When I see results, conversions, and wins after wins during and after our training, I also win. As a trainer, I can say that the effectiveness of my training can be measured through the results of the salespeople I trained. As a result, I become incredibly pleased when my participants give me news of their excellent results, especially when they already experience wins even before the training is over. Their wins are my wins as well. 
  5. When I see them become the best version of themselves after our training, I feel a sense of accomplishment. Being able to influence my students’ life as a whole through training is my long-term goal. I do what I do not only to introduce knowledge and skills with them and give them momentary excitement. My vision is to see them develop themselves for good. So, when I get updates of their results even months or years after our training, my motivation to continue with my mission is strengthened. 

All these reasons are victories for me as a sales trainer. In a nutshell, positively influencing other people is more than enough to compensate for the hard work and challenge of training. 

Therefore, I will gladly continue to conduct training sessions to help salespeople until whenever. I believe that I will forever have this drive because I am passionate about it. 

How about you? Do you find happiness in what you do? Can you see yourself doing it for years?

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5 Limiting Beliefs That Held Me for Years

I remember very well when I was still a child, I would jump when the clock struck midnight symbolizing the end of the year and the start of a new year. I jumped because I was made to believe at that young age that doing so would help me grow taller. Having heard such advice from people whom I considered much more knowledgeable and full of wisdom than me, I blindly accepted and followed it even until I grew older. Strangely enough, learning about superstitious beliefs and logic in school did not stop me from believing it. Although this belief does not harm me as a person, my way of accepting it represents my tendency to accept and follow all other beliefs – including limiting beliefs – that were ingrained in my head while growing up. This is where the problem comes in. 

There are pieces of advice that were given to us by our parents and other adult authorities in our lives, which now turn into beliefs that limit us from growing or having better lives. 

  1. Having a lot of money makes people bad.” I often hear this statement as far back as I can remember until today. I heard it from the adults around me and was supported by how it was presented on TV shows and the like. It made me fear wanting to have more money. It felt like committing a grave sin to desire it. Unfortunately, this belief led me to lessen my determination to earn for fear of becoming a person hungry for money or being seen as one by other people. This should not be the case. The truth is money does not make a person turn evil. What makes some people bad is their love for money. 
  2. “It is not good to get your hopes up.” I think this belief is the result of the disappointment of not getting or achieving what was wished or hoped for. The intention of the adults who said this might be to protect a child from disappointment, it led to the development of negative thinking and pessimism. I remembered thinking of getting low scores in the exams even though I wanted the opposite. I did not know that I was attracting what I declared through my thoughts and words. Later on, I learned that I should declare good things to happen. Words have power therefore we must always speak life.  
  3. “To be successful, you have to go to a well-known school.” It is hard to succeed when your school is not known. This is one of the thoughts that greatly affected my motivation in life. When I failed to maintain my education in a famous university, I almost gave up on my dream of being a successful person. Yet, in reality, obtaining success is a decision that we have to make. Graduating from a prestigious school is not enough assurance that a person will succeed in his or her chosen career. 
  4. It is selfish to want more.” They said that I should not want more when my needs are already met because I would seem to be ungrateful. It made me think then that it’s bad to have more because it feels like I am greedy. However, I now realized that when I have more, I will also be able to help more people who need help and support. As they say, “we cannot give what we do not have”.
  5. “Only rich people can have their own business.” This belief leads to the advice that one should study hard to obtain a stable job in the future. There is nothing wrong with being an employee or working for other people. Although not everyone is meant to be a business owner or a boss, this position is also not for rich people only – anyone can. 

Without us noticing, we have regulated our actions so as not to go against the beliefs, or offend the people who taught them to us. It’s like we are afraid of disproving long-existing notions set by previous generations. Indeed, there’s no harm in trying some beliefs like jumping on New Year’s eve to become taller. However, there are beliefs that we need to throw away for us to achieve our full potential and be successful in whatever we want to do. We have to identify those limiting beliefs that are hindering us from becoming the person we aim to be, then let them go.

How about you? What limiting beliefs hindered you to achieve your dream? What limiting beliefs are still holding you down until now? 

 

 

 

(Photo by Andres Ayrton from Pexels)

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5 Ways to Handle Rejections in Sales

In training sales professionals, I teach them how to close sales by handling the objections of their prospective clients. There can be many different types of objections, and I teach them the many different ways to address those objections. However, those techniques do not necessarily ensure closed deals all the time. It is a fact that salespeople must also learn to accept. Now, we know that getting rejected makes us feel inadequate, and most of the time, it makes us feel uncomfortable to move forward. It inevitably triggers us to have a fear of rejection. And the sad truth is many salespeople are still living with it.

When rejections hit us, it is always important to know how to cope with them. Here are some ways that I have practiced doing to make myself feel fine every time I get rejections:

  1. Maintain professionalism towards the person who rejected the product or service. Instead of giving up on the customer that refused your product, make an effort to make them feel that you are still there for them whenever they need you and that you are happy to serve them regardless of the rejection. Keep your composure and your good treatment. You never know when the time comes that they will require the product or service you offer. Once that time comes, and they still feel your presence and connection, they will surely remember and consider you because you treated them well unconditionally.
  2. Shift the focus to valued clients who need your help and believe in the product or service you offer. They say there’s no use crying over spilled milk because you can no longer undo the occurrence. Time will only be wasted when you keep on thinking about a rejection from our customers. Instead of languishing and wasting precious time, it is beneficial for you to focus on taking care of your current clients or customers. Always remember, you already have clients who look up to you, trust you, and expect you to deliver what you promised to them. When you give your energy and focus to them, you will feel fulfilled and more motivated to fulfill your role as a salesperson.
  3. Identify what worked, what did not work, and how you can improve next time (e.g., the way you present the product or service). Turning a pretty undesirable situation into restorative material to improve yourself as a salesperson is one way to handle rejections. When rejected, assess your performance and determine what did not work that led to the rejection. Take notes so that when the time comes that a similar selling situation occurs, you will not make the same mistake and apply the appropriate strategy or technique instead.
  4. Equip yourself with the proper knowledge, skills, and art in selling. Consider it as a tool for your growth. After assessing what did not work in your previous selling transaction, invest your time to strategize how to solve people’s problems and apply proper and effective ways to handle the objections you initially failed to address. It will make you even more excited to face future transactions with confidence and conviction.
  5. Accept the fact that not everyone has a need or want for your product or service. You have to do your best not to get carried away by the momentary feeling of sadness after receiving the rejection. You also have to make sure not to take it against yourself nor the person who rejected the service or product you offer. Learn to condition yourself that in sales, being rejected does not mean that you as a person are the one being rejected. It only means that the product or service is not favorable or valuable for the customer, so the latter chose not to avail it. Having this mindset also helps you to keep a good relationship with them even after the rejection.

So, when faced with rejections, never allow yourself to stay in a slump. That is not the way to deal with it. Focus on the beneficial ways which can make you an even better salesperson. Like how there are constant challenges in your personal life that help shape you as a person, there should also be challenges in your sales career that hone you to become a champion. Always remember that rejection is part of our career in sales, but it’s not the end. You feel it, you learn from it, and you move forward.

How about you? How do you deal with the rejections of your customers or buyers? 

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5 Types of Prospects and How to Handle Them

When you are in the field of sales, you have a lot to learn—being out there as a salesperson does not simply mean offering a product or service then getting compensation. In the number of years that I’ve been in the sales industry, I have not only learned a lot of knowledge and skills about selling, but I also met different types of prospects or the people I serve. Knowing the types of buyers is very helpful and essential when you want to have a successful career in this field. As for me, I find this knowledge very useful in dealing with people, objections, and other obstacles in selling. Therefore, I am sharing these details – the five types of prospective buyers.

  1. The low-price-seeker type. This type of buyer is the most logical one. This person’s decision is typically based on the price of the product or service; therefore, that is the first thing he or she will ask from you. And we all know if the price is known to them without understanding the benefits and other advantages of your product or service, they usually conclude, “it’s too much.” As a salesperson, it is always good to acknowledge the “price question” by saying and asking like this, “I understand that you want to know the investment involved. Is it fine if I share with you the details of that towards the end of our conversation? Because I believe there are other details aside from the investment that you would also want to know for your total peace of mind, like the benefits of the product, the terms and conditions, and the delivery time, correct?”
  2. The always-busy type. This is the type of buyer who usually says, “Sorry, I am busy. Just send me details, please.” You’ll most likely take a long time to complete a transaction because setting an appointment is quite tricky. We should be flexible when handling this type of prospect. You can try this approach. “I understand that you are currently busy. That’s why you want me to send you the details via email. The truth is there are so many details that can’t be relayed via email. Relaying the information in person or via call is a must. I want you to know that I am so excited to share the details with you via phone call for your total peace of mind. When are you available to talk to me, is it after your work or during the weekend?”
  3. The I-know-it-all type. As the name suggests, this type of prospect knows or claims to know everything there is to know about the product or service you are offering. When you present your product or service, it will seem like you are the one who does not know much about what you offer. How do you address this type of prospect? It is best to let the person share what they know and acknowledge their thoughts or sharings. You can say like this, “Thank you for sharing. I admire people like you who make and do more research about the product or service they are interested in, and it means to me that you are serious about owning such. With that, how can I help you to get started?”
  4. The value-seeker type. This type of buyer does not typically mind the amount of money he or she needs to shell out as long as he or she gets the value he or she wants. What matters most to this type of prospect is the long-term gain he or she will enjoy after saying yes to owning your product or service. You, as a salesperson, should know what to highlight in presenting your product or service to this type of buyer so you can give him/her total peace of mind. For example, you can say, “I understand that you’re looking for a product that offers the best possible value. Our other valued clients and I can relate to you. We all want long-term gain. I am excited for you to experience what we have for you. Would you settle this via credit card or cash?”
  5. The innocent type. This prospective client is the type who does not really know what he or she wants from the product or service. It is possible that they are interested in getting the product or service out of necessity or influence of other buyers, but not really knowing what to look for. With this type of buyer, it is essential to ask a question like, “What made you decide to visit our office? How can I help you?” From there, you would know what he or she really wants. Then provide the best possible product or service.

This information can help you to position yourself appropriately when faced with prospective clients to serve. Through this, you will not only be able to prepare the approaches you can use when dealing with them, but you will also be able to determine the best ways to serve your clients.

Do you agree that having the above knowledge can significantly help a salesperson?

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