The Time Before Time
What's the timeline of your sales presentations? Do you go to a prospect, present your service, get the sale (or not), and then move on to the next conquest? Remember, the time after an appointment is just as important as the time before. And, if you didn't get the sale, the time after is even more important.
Regardless of the outcome of the meeting, always take time to review what happened. As difficult as it may be to re-live the trauma, you can use all your experiences, even the negative ones, to push you toward more sales. If you didn't get the sale, don't get discouraged. Remember, for every "No," you're a bit closer to a "Yes!" Think about it-if it takes 20 prospects to get one sale, every prospect who says "No" is nudging you closer to that one who will say "Yes!" Analyze what transpired and try to define the moment when the rejection solidified in your prospect's mind.
Most importantly, try to learn something new every day: at the end of each day, take the time to replay your day and find at least one thing you've learned that will make your selling efforts even better tomorrow.
