In sales, rejection is just something your sales team deals with every day. Even your top performers hear “no” many more times than they hear “yes”. When they let it get them down, it shows to everyone they meet, including their customers and their colleagues. As such, as a sales manager, you must do everything you can to help them stay in a positive frame of mind.
Sometimes it the simplest of things we do as managers that can put a negative spin on things in a sales rep’s mind. For example, many sales managers always ask the question “How did it go?” after a sales call. Unless they signed the contract, most sales representatives will give you a negative answer like “I screwed up part of the presentation”, “I didn’t get the sale” or “not as well as I hoped it would.”
Sales representatives are always harder on themselves than we as managers can ever be on them. As such, they just tend to focus on what they think went wrong as opposed to what they think went right.
To help them stay positive, ask them “What’s the good news?” instead. They make look at you a little funny the first few times you ask this question, but stick with it. They will quickly start to look at the positive and answer with something like “I didn’t get the contract signed, but I booked the next appointment so we can keep the sale moving forward.”
Remember, sometimes it’s the simplest things you do that help your sales team stay positive and be more successful.
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