An element of buoyancy Dr. Sweet discussed in class is always being open to this statement: “I’m not sure it makes sense for us to do business.” This is crucial because, in the world of sales, rejection is inevitable. Not only is rejection inevitable, but it’s actually a great way to learn instruction on how to deal with clients in ways that will best help them. Being client-focused and taking your lens off yourself ironically makes you a much better salesperson. Yet how do you realistically get to the point where you can comfortably say these words to another client? Especially when times get tough and you’re working long hours and hoping for results.
Pain-finding and love seem to be very helpful ways to address this. Pain-finding has been something we’ve been discussing a lot lately, but pain-finding simply isn’t enough. It seems that if one really wants to have buoyancy in sales, they need to operate from a place of deep care for what they are doing, a reason bigger than themself. Examining one’s own pain and interests, then, can be a great way to start to build this buoyancy from the ground up. Even if you’re not in your own business, you can apply this to the business and job you are currently in. See if you can apply this as a student as well. Changing your outlook in your college life from self-development to equipping can help you become better prepared for the real world. Oftentimes study habits from college will directly carry over to life after college, so it’s important to see if the motives for the way you are living now are sustainable for the long term. In this regard, you will hopefully have a healthier outlook in whatever job you are placed in and whatever role you find yourself in so that you can solve pain well and be consistent in that pursuit.
BoweryJE22
Josh, this is a great point. The skill of being able to take the focus off of yourself and being more customer focused will make you a better salesman. This in so many ways seems counter intuitive to most. Most people are worried about being able to tell instead of listen. This is why sweet always talks about shutting up. As a salesman if you would simply listen and find the pain you will help your customer and in direct consequence help yourself.