The other day I was at the Olive Garden talking to a prospective client over lunch. He was telling me about all the challenges his sales organization was facing.
Setting up appointments with new prospects was a nightmare. Decisions were taking longer and longer to make. Competition was everywhere, undercutting their proposals.
His reps were frustrated, discouraged.
“If only they could all be like Paula,” he said, shaking his head in frustration. “Can you clone her?
I laughed, but my curiosity was piqued. “Tell me more,” I said.
It seems that Paula was having a really good year, despite everything that was going on. She cracked into a few big accounts that she'd targeted at the beginning of the year. Despite losing some business to competitors, she'd won more than her share without major discounting.
Even the numerous obstacles that seemed to totally derail the other sales reps, only set her back temporarily.
“Let me guess,” I interrupted. “Those setbacks almost seem to energize her. Right?”
My client, who was about to take a bite of fettucini, set down his fork. Looking at me quizzically, he said almost in a whisper, “How did you know? That's exactly what happens.”
I smiled slowly, but couldn't keep the twinkle out of my eyes. I leaned forward and whispered, “Paula kisses the frogs.”
My client burst out laughing. It certainly wasn't the answer he expected. But, it was the truth.
Over the years I've met other Paulas and they're usually top performers. What differentiates them from other sellers is their approach to the setbacks (or ugly frogs) they invariably encounter in selling.
When faced with tough times, frog kissers like Paula reframe those obstacles into personal challenges. Rather than getting discouraged or blaming others, they ask:
- How can I tackle this new situation?
- What other options can I try?
- What can I learn by kissing this frog?
With their creative energies ignited, new options and alternatives emerge. Limitations become possibilities. They experiment with different approaches, willing to grow in the process. As a result, frog kissers are often able to transform their setbacks into successes.
So here's my challenge to you. In the next month you're likely to run into a few sales problems such as disinterested prospects, angry customers, delayed decisions, or cut-throat competitors. This time, instead of getting upset, go kiss the frogs.
That's right. Kiss the frogs. Embrace them. Figure out what they're there to teach you.
I guarantee you that princely pay-offs are hidden inside.
-1 Jill Konrath, author of "Selling to Big Companies", helps sellers get their foot in the door of large corporations, create demand and win profitable contracts. For more articles like this, podcasts & webinars, visit www.SellingtoBigCompanies.com . Get a BONUS Sales Call Planning Guide ($19.95) when you sign up for the e-newsletter.
Turning Sales Setbacks into Success - To learn more about this author, visit Jill Konrath's Website.
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Jill Konrath
(Visit Jill's Website)
Jill Konrath, author of "Selling to Big
Companies" helps salespeople crack into
corporate accounts and win big contracts.
She is a frequent speaker at national
sales meetings and industry events.
Her own client list is proof positive that
Jill knows exactly what she's talking
about. She's worked with such well-known
corporate giants as 3M, General Mills,
Carlson Companies, Medtronic,
UnitedHealthcare, Hilton and many others.
Jill also writes a leading on-line
newsletter that’s being read today by over
20,000 sellers from around the world. Most
recently she’s been featured in Selling
Power, Entrepreneur, The New York Times,
Sales & Marketing Excellence – and the
list goes on!
For more information:
- Visit her website at: http;//www.
sellingtobigcompanies.com
- Check out her blog at: sellingtobigcompanies.blogs.com
- eMail her at jill@sellingtobigcompanies.com
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“The bear is what we all wrestle with,” says Lopez. “Everybody has their bear in life. It’s about conquering that bear and letting him go.” 
