It Takes G.R.I.T. to Win More Sales
Remember the movie, "True Grit"? John Wayne played an over the hill U.S. Marshal who in spite of some character flaws displayed “grit.” Many professional sales people sometimes feel over the hill especially during difficult economic times. What would happen if you had some of that grit of U.S. Marshall Rooster Cogburn?
So what is grit? According to the The Free Dictionary by Farlex, grit is an "informal, indomitable spirit; pluck." In thinking about Wayne’s character and what it takes to win more sales, I realized that there are 4 key characteristics or qualities epitomized within a person who has "true grit."
Gratitude is the first quality. Today’s professional sales person must have core values and being thankful or appreciative of having clients as well as the opportunities to meet more potential customers cannot be emphasized enough. How grateful are you for your clients? And more importantly, do you clients know how much you appreciate them helping you to increase sales be it directly or indirectly through referrals? Sales Coaching Tip: If you do not have a values statement, now is the time to commit one to writing.
Resiliency comes second. In sales, being able to come back time after time without giving up is critical to winning more sales. Sales research suggests that many in sales give up before they should since most sales (80%) are earned between the 5th and 12th contacts. Years ago I asked one of my mentors, George Lisenbee, when to stop contacting a potential customer. His response was "When they tell you to go to Hades!" Sales Coaching Tip: Develop thick skin and do not take unreturned phone calls personally.
Intuitiveness is the third quality. As your sales experience and business acumen grows, so does your sense of intuition. For some, intuition is synonymous with their "gut brain." When experienced sales professionals leverage their intuition about potential customers, trends in the market place, etc., they can win more sales. Sales Coaching Tip: Intuition is part of emotional intelligence and contributes greatly to individual success.
Talent is the final quality. Within this characteristics resides both technical sales skills and self leadership skills. How will you work your potential customer through your proven sales process is a necessary sales skill. Also, to be able to lead your potential customer requires the self leadership skills of active listening, goal achievement and effective decision making. All of these sales are demonstrated through your talent as a professional sales person. Sales Coaching Tip: Look at your own professional and personal development plan. Establish some new goals to strengthen your existing talents.
Yes, you can win more sales by displaying "g.r.i.t." as you travel those very challenging sales roads. Just take the reins of the bridle from your horse into your teeth and charge forward.