Have you ever felt like life picked you up in a whirlwind and you couldn't get back on the ground? If you ever find or have found yourself in a situation that seems out of control to you, like losing a prospect you have spent a fair amount of time with or some “significant emotional event” in your personal life, read on for some insights to carry you through the strongest of storms.
What is your focus?
Focus on the sale, the sale, the sale, and the whirlwind will go on longer. Is your focus to help get your product or service to the attention of people, or is it to help people with your product or service? Focus on helping, regardless of the context, and the whirlwind can be directed where you want it to go and your prospect will decide to buy from you.
What do you see from above?
Let's say you are looking for and are open to joint ventures. What is the bigger picture of this? Is it a specific project? Do you want something more long term? Maybe you want something short term? If you have identified the bigger picture, no amount of wind will cause you to land in overwhelm or confusion. The bigger picture can clarify the what and how of what you desire.
What do you find in a whirlwind?
When a minor whirlwind hits something on its journey, it gets interrupted and then dissipates. Say you move forward in helping a new client decide to buy, then you have this prospect delay, delay, delay. Instead of scattering your efforts, act in ways to continue to build your relationship. Purposefully stay in touch through email, real greeting cards, postcards, telephone calls and in-person visits. Concentrate on actions that move you forward.
Do any whirlwinds go unnoticed?
Have you noticed that when a storm is headed your way, if you watch television, then your local station interrupts with warnings, adds auditory beep, beep, beep noises to alert you, plus has a continual reminder usually at the top or bottom of the television picture? My guess is you also notice your business or personal whirlwind. Just stop long enough to hear or see the warnings so you can take time to think. “Sow the wind and reap the whirlwind.” Hosea 8:7
How much whirlwind action is too much?
Certainly some prospects take more time and attention than others. If your focus is to make even the smallest step forward, and you view your relationship from a bigger perspective, you will find ways to move ahead. Work to keep a balance. Move forward when you know it’s helpful and slow down when you sense it may be unfavorable. How often are you checking in with your prospects and clients? Is your focus to help customers and keep them apprised? A sincere attention to help makes all the difference.
What’s happening in the center of the whirlwind?
Supposedly the center of a storm or even a whirlwind is calm. As you go from work to home and from home to work, are you stopping long enough for something that releases the stress? The stress of losing a sale? The stress of a prospect delaying? If you take time to visit the center of the whirlwind in whatever way allows you to relax, then the storm will dissipate sooner than later.
How often have you seen weather forecasts go wrong?
What can you control in selling? Decide how you want to feel and act once you acknowledge the direction. You cannot control the customer, but you can control acting on your highest priority items no matter where you are in the sales process. You can control finding new prospects, questions you ask and the follow up actions you take. When you begin to act like you can control the customer, that is a weather forecast gone wrong.
The next time your selling or your life puts you in a whirlwind, and there will be a time or two, first take time to relax – go to the center of the storm. Readjust your focus as you remember the big picture. Prioritize and take actions that you can control. As you stay focused on helping the customer, or helping the situation, the whirlwind will dissipate.
Sales or Life in a Major or Minor Whirlwind? - To learn more about this author, visit Patricia Weber's Website.
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