Focus Magazine - Winter 2014 - 42

SELLINGSKILLS

Oh, No! Facing
Negativity in Sales
I By Kate Tunison

L

So, how do
you become
more resilient?

love that word - it sounds like it has
superpowers!
So, how do you become more resilient? A
hopeful concept I've learned in the last few years
is this can be learned and cultivated.
We've established there are times in your sales
career when you hear "no" more than "yes." For
brevity, let's say prospects have been difficult to
find, hard to get in touch with or appear
impossible to close. You feel like crawling up in
a ball and crying, "Give!" I once knew a rep who
would hide out in a movie matinee when he felt
at wit's end, because somehow it helped him
recover. Instead of letting the negativity get to
you take a look at some "How To" action items
to overcome negativity and ignite your
superpowers with resilience:
* Take a break. It's true that giving yourself
permission to take time and allow for some
distance to
clear your
We've established there head will
are times in your sales make
everything
career when you get
look different.
more no's than yes's.
Perhaps this is
a version of
my colleague's movie matinee. Or maybe just
cogitating over the weekend will help.

et's face it: We are all in sales in some way
or another. Whether you are selling for a
pharmaceutical or a biotech company or
just trying to sell your spouse on taking out the
trash, influencing skills are critical to success.
Now and again you are going to run into some
negativity, right? When the "no's" come
knocking, how do you get yourself on the right
track and moving forward again? A key trait to
cultivate for facing the
negativity in sales
is resiliency. I

* Be curious. OK, let's say you take some time
and evaluate what's been going on to create
the outcomes you have been encountering.
The scenarios can be numerous so focus on
the main two or three reasons you believe you
have been encountering so much negativity.
Try not to be judgmental. As you evaluate
become more curious. Curiosity tends to
open up a mind while judgment tends to
close it down. Ask yourself:
* Have I stuck to the same script over and
over expecting a different result?

42

FOCUS | WINTER 2014 | www.spbt.org



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Focus Magazine - Winter 2014

Table of Contents for the Digital Edition of Focus Magazine - Winter 2014

Focus Magazine
From the President: Career Paths to Success
Table of Contents
Table of Contents
Guest Editor: The New Frontier
Front of the Room: Swaying an Audience
Viewpoint: Health Insurance Exchanges
Racing to Success: 2013 Medical Device & Diagnostic Trainers Summit Recap
Redesigning Learning: Astellas Gives 'Live' a New Look
Sleights-of-Learning: Neuroscience, Attention and Memory
Measuring Experience: Scorecards & Simulations
Virtual Impact: Converting to VILT
Member Solutions: Developing Field-Based Trainers
What Makes Virtual Leadership So Hard?
Facing Negativity in Sales
Virtual How: Learning Management System Trends
Member News
Ad Index
Focus Contacts
5 Questions with Dr. Beverly Kaye
Focus Magazine - Winter 2014 - Intro
Focus Magazine - Winter 2014 - Focus Magazine
Focus Magazine - Winter 2014 - Cover2
Focus Magazine - Winter 2014 - 3
Focus Magazine - Winter 2014 - 4
Focus Magazine - Winter 2014 - From the President: Career Paths to Success
Focus Magazine - Winter 2014 - 6
Focus Magazine - Winter 2014 - Table of Contents
Focus Magazine - Winter 2014 - 8
Focus Magazine - Winter 2014 - Table of Contents
Focus Magazine - Winter 2014 - 10
Focus Magazine - Winter 2014 - Guest Editor: The New Frontier
Focus Magazine - Winter 2014 - 12
Focus Magazine - Winter 2014 - Front of the Room: Swaying an Audience
Focus Magazine - Winter 2014 - 14
Focus Magazine - Winter 2014 - Viewpoint: Health Insurance Exchanges
Focus Magazine - Winter 2014 - Racing to Success: 2013 Medical Device & Diagnostic Trainers Summit Recap
Focus Magazine - Winter 2014 - 17
Focus Magazine - Winter 2014 - 18
Focus Magazine - Winter 2014 - Redesigning Learning: Astellas Gives 'Live' a New Look
Focus Magazine - Winter 2014 - 20
Focus Magazine - Winter 2014 - 21
Focus Magazine - Winter 2014 - 22
Focus Magazine - Winter 2014 - 23
Focus Magazine - Winter 2014 - 24
Focus Magazine - Winter 2014 - Sleights-of-Learning: Neuroscience, Attention and Memory
Focus Magazine - Winter 2014 - 26
Focus Magazine - Winter 2014 - 27
Focus Magazine - Winter 2014 - 28
Focus Magazine - Winter 2014 - Measuring Experience: Scorecards & Simulations
Focus Magazine - Winter 2014 - 30
Focus Magazine - Winter 2014 - 31
Focus Magazine - Winter 2014 - Virtual Impact: Converting to VILT
Focus Magazine - Winter 2014 - 33
Focus Magazine - Winter 2014 - Member Solutions: Developing Field-Based Trainers
Focus Magazine - Winter 2014 - 35
Focus Magazine - Winter 2014 - 36
Focus Magazine - Winter 2014 - 37
Focus Magazine - Winter 2014 - What Makes Virtual Leadership So Hard?
Focus Magazine - Winter 2014 - 39
Focus Magazine - Winter 2014 - 40
Focus Magazine - Winter 2014 - 41
Focus Magazine - Winter 2014 - Facing Negativity in Sales
Focus Magazine - Winter 2014 - 43
Focus Magazine - Winter 2014 - Virtual How: Learning Management System Trends
Focus Magazine - Winter 2014 - 45
Focus Magazine - Winter 2014 - 46
Focus Magazine - Winter 2014 - Member News
Focus Magazine - Winter 2014 - Ad Index
Focus Magazine - Winter 2014 - Focus Contacts
Focus Magazine - Winter 2014 - 5 Questions with Dr. Beverly Kaye
Focus Magazine - Winter 2014 - Cover3
Focus Magazine - Winter 2014 - Cover4
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