In sales, a large aspect of being successful in a career in sales is buoyancy. Buoyancy is how someone stays afloat in a ocean of rejection. Ultimately it is how to easily and positively maneuver around and past road blocks and rejection. In order to not get stuck in rejection and let that stall or stop someone, it is extremely important to understand the correct parts to buoyancy.
Part 1: Interrogative Self-Talk
Interrogative Self- Talk is what happens before the sale. It is positive question asking that someone asks themselves. Questions set us up to pursue real answers. They give us problems to solve, solutions to seek, answers to find.
Part 2: Ratio of Positivity
This part happens during the sale. In order to have a good balance of positivity it is necessary to have the Golden Ratio of Positivity which is 3:1. It has an impact on a team depending on the amount of positivity.
Part 3: Explanatory Style
The explanatory style occurs after the sale. It is extremely important to deal with rejection in the right way to learn from it, and not be struck down from the results causing you to not want to go into another sale. Ultimately how you debrief negative experiences can impact your future sale experiences.
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