Sales Training Articles
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Featured Article
Sales Training Coaching Techniques: From Discouragement to Self-Care
In this sales training article, you'll learn how, in sales, to go from discouragement to hope; how to keep up your sales momentum going forward instead of lapsing into apathy or depression and how to change old sales ideas of what it means to hear "No".
For sales professionals, discouragement is an occupational hazard. It takes a lot of moxie to hear the word "No" again and again, even though you know there's bound to be a "Yes" coming eventually. Much of the sales game is a numbers game: you talk to many people and you’ll have several, or many, ready to buy just what you have to offer. But everyone gets discouraged once in awhile, and it's important to have a plan of action when discouragement hits.
Great salespeople, the kind sales managers love to have working for them, don't take the word "No" as a personal rejection. They don't believe it to be a sign of bad times to come or the start of a sales slump. They hear it and move on, always heading towards the "Yes" they know is just around the corner.
"Courage" comes from the French word for heart, "coeur". To become discouraged means to lose heart. This hopeless feeling has wrecked many a career, many a relationship, not because it in itself is destructive, but because people don't know what to do with the feeling when it comes. The good news: you can create a system of thinking and a way of treating yourself that effectively inoculates you against discouragement. Like the flu, you may still get it from time to time, but it won't devastate you.
Sales Training Tips: Causes of Discouragement
As a sales trainer and business coach, I’ve noticed in sales, discouragement doesn't always come from places that make sense. If you're extremely tired, physically or emotionally, you may mistake natural fatigue for feeling down about your work. Frustration and feeling overwhelmed can cause discouragement, as things pile up and it starts to feel unmanageable. Fear—of criticism, of taking responsibility, of facing new challenges—is a prime cause of feeling discouraged. And losing perspective, getting caught up in little troubles and forgetting your bigger vision, can be discouraging.
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