Tweet

Turning Sales Setbacks into Success

Written by: Jill Konrath

Article Overview: As sellers, we invariably run into obstacles that are tough to overcome. Learn what top sellers do when they encounter these challenges and how they use them as a springboard to success.

Turning Sales Setbacks into Success

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.

--

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 http://www.SellingtoBigCompanies.com . Get a BONUS Sales Call Planning Guide ($19.95) when you sign up for the e-newsletter.

Related Articles
  Setbacks in Network Marketing
  Failure Is the Tuition You Pay for Success
  Hurricane Bill Wimped Out, You Don’t Have To
  What is Failure Anyway?
  7 Quick & Easy Tips to Stay Motivated and Achieve Your Goals

Article Tags: Olive Garden, Paula, prospective client, sales organization



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: THE SECRET TO SUCCESS IS ALL IN YOUR HEAD...RIGHT NOW!!! - Success = Thinking (Head) + Heart (Feeling / Interest) + Hand (doing/ action). Success - H3 Robert
Re: pitching - Friendliness is closely related to the concept of "permission marketing" as articulated by Seth Godin. The subtitle of his book says it all: "Permission Marketing: Turning Strangers into Friends and Friends into Customers." The old method was "interruption marketing" where you suddenly get an ad in your face whether you want it or not...
Hello From Marietta GA! - Hello All! My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Let's Skip the Offshore Horror Stories

When Living the Dream isn't enough!

The new marketing question. Will they follow?

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.