Overcoming Frustration in Sales

Selling can be Frustrating

How to overcome the frustrations of sales situations

We all have days of frustration, where nothing seems to go our way or the things that we are working on seem to be more difficult then they would be on any normal day.
Although days like this can be difficult and we may feel like taking the day off before things get any worse, if we are to be successful we need to find a way to work through this temporary position.
What are the best ways to tackle this frustration?
One sure way to get back on track and remain on track is to have a routine, a number of steps that you take to accomplish your daily tasks.
If you have a routine or a blueprint that you follow each day, in whatever your planned activity, this will help you continue to move forward despite the obstacles.
External factors remain but these will have less affect on you if you have a plan.
A plan will allow you to get back to work and to stay focused on the task at hand. If interrupted, you can easily pick up where you left off or have a clear next step once you have finished the task at hand.
Each day I follow a similar routine, from the moment I wake up in the morning until the time my head hits the pillow,  it is certainly not an exact science but more a framework to help me accomplish my daily tasks and get the most out of each day.
I find that if I stray to far from my plan I find myself frustrated at my lack of progress or limited achievement of tasks for the day.
Of course it is difficult to adhere religiously to a strict plan and naturally flexibility is required. However a plan will allow you to get back on track if something becomes urgent or a crisis raises its head.
Each day I use the following frame work as a guide to productivity. This is a guide only and will not suit everyone’s individual circumstances or situation.
Rise early and complete my desired exercise plan. This starts me fresh for the day and clear’s my head. I listen to a podcast whilst I exercise to set my self up for the day ahead. I also find that once I have exercised this is then something I don’t need to think about for the rest of the day. I have done something good for my body. If I miss out on my run or ride in the morning I am constantly thinking about it during the day and telling myself that I need to do something once I finish work and after a long tough day this can become very challenging. So if I get up and without thinking, i follow my exercise routine in the morning my day is off to a great start.
Following my exercise I make sure I have a good breakfast before getting ready and heading off to the office.
On my commute to work I again listen to a podcast to get my mind in the right space for the day ahead. This podcast can be something related specifically to the job at hand for the day, for example advanced selling strategies or it can be something related to a task or a project that I may be working on or a new field of study that I am interested in. No matter what the topic as long as it is positive and inspiring so that I reach my work place in an energised state.
Reading good sales books or books related to your field is another good way to motivate you for the day ahead, although I find with podcast I can consume these whilst doing other tasks such as exercising or during my daily commute, not so easy to do with a book.
Once arriving at the workplace it is important to begin the day immediately, before the coffee or smoko break. Set up your day, review your diary and plan the day ahead. This way you are staying ahead of the curve and are prepared for anything that may come up during the day.
Each morning I like to write out a number of goals or targets that I set for myself each day, fitting these around any pre booked appointments or scheduled tasks that I have during the day.
Examples of these targets are:
  •      Number of phone calls I plan to make for the day
  •      Number of sales I plan to achieve
  •      Update of the monthly progress of the targets above to ensure I      remain on track.
My work day is from 8am to 6pm, this allows me to capture the early enquire and the end of the day enquiry.
I find a 40 hour week is only just keeping up where as it takes 50-60 hours aw week to get ahead. I realise this is a big ask for some people but if you want to get ahead and reap the rewards down the track you need to put in the time now.
My plan for each day is to complete a set number of tasks that result in the successful completion of the job at hand.
If you consistently action and complete the most important tasks of the day, the tasks that create the desired results you find that you begin to build a pipeline. Each action should be moving prospects or customers along a conveyor belt towards your sales funnel.
Each day you must perform actions that move people further along the pipeline.
You want to be in a situation where you are continually moving people along the pipeline to a point where they buy the product or service that you are selling. If you can do this successfully and consistently you will always have a ready supply of customers reaching the critical point at which they are ready to buy what you are selling.
If you don’t have a system and you are not moving people along your pipeline you are move than likely “hauling buckets” and by that I mean,each day you are starting from scratch with no real process from moving your customer from non-buyer to buyer or from interested party to customer.
Further than this you will want to have a system that allows you to keep in touch with your customers after their purchase. this creates the opportunity to create and encourage repeat purchases.
As I am sure that you have heard many times, it is cheaper and easier to continue to sell to an existing customer than it is to find and nurture a new one.
Create your own selling strategies but always remember the easiest way to sell anything to help the customer to buy!

 

 

Logan’s Run Marathon MTB Event

Ride 70k’s he said, it will be fun he said!

Well, I must admit, although I was very apprehensive about my longest ride ever, and 70’ks in some very tough terrain was certainly going to be a challenge, it turned out to be a fantastic day out in the forest riding with my best buddy.

Ready for the 70K MTB Marathon

All smiles before the start of the gruelling 70K dirt marathon.

It was an early start as we set out from home, leaving Brisbane in some particularly heavy fog. The morning was cool and sky was overcast which meant the day was hopefully not going to be too hot. After a coffee on the run and grabbing a few supplies we arrived an hour later at the Lilybrook Homestead, it was already a hive of activity and the first thing we noticed was how serious everyone looked! We were out for a fun day of riding with the accomplishment of finishing our first Mountain Bike Marathon Event.

Ready to race

Final preparations before the long journey ahead

With a chill still in the air we made our way down to the registration tent to collect our numbers for the race . It was a nice surprise to also find that we received a water bottle and a T-shirt for our entry fee. We headed back up to the car to attach our race numbers and make our final preparations before the long day ahead in the saddle. As the start time of 9.30am drew near the eager competitors madetheir way to the start line for the rider briefing. There were 2

Readying for the Start

Riders getting the run down on the day ahead

races, The Logan’s run 70 K which would start at 9.30am and then the shorter 40K Base Camp Blast that would head off 30 minutes later, hopefully giving the Marathon riders a far enough head start that we would get caught by the faster Blast riders.   And then we were off, my best mate and riding buddy Lamb, was on my younger brothers trusty, but very old, Trek Fuel. She was a good old thing in her time but now more suited to excursions of the bike path variety. With V brakes and some sticky front suspension it was going to be a day of survival. Our first mechanical issue was about 500M out from the start line when we had some chain ring issues. This was not something we could do much about so we were going to have to continue on and cope with it best we could. This was going to make things a bit tricky for Lamb as he used gears either side of the centre chain ring, not to worry, it was an adventure and nothing was going to stop us from finishing. Just another 2 k’s up the road Lamb somehow found the pavement! We were on a gentle climb up a gravel road and suddenly Lamb spun a wheel and was on the deck. It was a freak accident and one we couldn’t blame on the equipment. Luckily nothing more than a bit of racing rash and some blood so we continued on. By this time we were at the back of the pack but were catching a few other riders along the way. The trail along the lake was picturesque with the old climb thrown in for good measure. We needed to pace ourselves for the long day ahead and kept together. The early distance markers passed fairly quickly, 5, 10, 15k’s we were going well. Then suddenly the first 3 riders in the Base Camp Blast event thundered past, these guys were flying. We knew that we were approaching the turnaround point for the shorter 40K event so we had to now keep an eye out for these three coming back the other way on the narrow, sandy and sometimes blind corners. Once these guys had passed back the other way we reached the turnaround not long after but for us it was straight ahead with a further 50K to go.

A Tough and very long ride

After a tough day in the saddle with racing rash to prove it.

Unfortunately not long past this point the Trek was struck down again, this time by a flat rear tyre. We pulled over and not bothering to find the leak we replaced the tube, hoping that this was our third and last issue for the day. Whilst Lamb changed the tyre I tried one of my peanut butter energy gels. This was the first time I had tried one of these and I was hoping that it might get me through the day. Also while we were changing the tyre the 2 groups of riders that we had caught and passed managed to get back in front. With the tyre replaced and the wheel back on we again set off. Not much further up the track we turned off the lake trail and headed up the Ridge Line Trail. We had looked on the map previously and we knew this was going to be a long and very tough climb. The good news was this was the toughest of the 2 climbs today and once we were up we got to enjoy a pretty hardcore, black diamond descent. The trails were great and with much variety, from loose shale climbs to some fast berm corners.  the best part of the course I felt was over the back on the descent after the second climb. This was territory I had not ridden before and was clean exciting single track leading down the hillside passing through the corrugated iron tunnel which brought us back to the grassy plains and the homeward run. The marshall’s were also terrific with words of encouragement as we passed each of the check points. We were now back on the lake trail and heading home, although very tired after some epic climbs we were still feeling good and tried to pick up the average pace. Always sticking together and making sure we both got to the finish together we again started top pick up some of the struggling riders. The closer we got to home it felt the hills became steeper, we were beginning to tire as these climbs did not rate on the way out but were certainly presenting a challenge on the way home, we kept telling ourselves this was the last climb until finally we could see the Homestead. It was just a matter of turning over the pedals one by one as it was coming up to just over 6 hours on the bike.

Crossing under the Deswick finishing arch was a relief with a sense of accomplishment. What a great day and certainly an awesome experience.