Your Toughest Prospects Are Your Best Teachers
Everybody wants the easy sale the person who walks into your new home sales model, checkbook in hand, and says, “I’ll take it.” The pure ease feels like a gift, perhaps a reward from the universe as payback for all those other difficult prospects who have challenged you along the way.
In truth, you should be more thankful to the tough ones because they taught you far more about closing a sale than those who made your job easy. The tougher the prospect, the better the teacher and the greater the sales lesson. You don’t learn by having things handed to you. That’s not the real world. At some point, you’ll be faced with a challenge and ill equipped to overcome it because you have never had to stretch your capabilities.
Tony Robbins says that obstacles do not come to obstruct, but rather to instruct. Don’t curse the person who makes you jump through one hoop after another. You will learn more about selling from this one “teacher” than the countless ones who came before. Physical endurance can only be built by putting yourself through a strenuous workout regime. The same is true for your mental toughness. Distressing situations, although not pleasant, are a blessing in disguise. The setbacks you overcome and the mistakes you learn from pave the way to your success. Getting lost on a roadway teaches you another route to somewhere that will come in handy in the future.
Learn from the person who stubbornly insists, “I’m not buying.” Celebrate this opportunity because this prospect has given you the biggest objection possible. When you have conquered a difficult sales prospect, you’ve earned your masters in selling.
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