OK.. so it’s Monday morning and I’m a day late with this post..
I got seduced yesterday..
by promises of good swell and offshore breeze…
So we raced up North to Lancelin for a quick surf..
It was terrific…but I ended up hitting someone else’s board on my last wave of the day and will need to pay the repair costs..
A small hiccup I will need to rebound and learn from… (like the rebound of me breaking my board in two on my Easter surf trip to Denmark – see photo)
Which brings me to subject of today’s post..
SO WHY IS REBOUNDABILITY SO IMPORTANT IN SALES AND BUSINESS?
You might think this is a dumb question… but then again, maybe not..
Things go wrong in business don’t they?
Things don’t always go right in sales either..
You put in a ton of work on a tender, a quote, a submission…. you think you’ve done everything right… then.. you don’t get it..
You thought you did everything right… everyone else tells you did it right..
You’re flattended by it… (that’s natural..)
The key is.. How quickly do you BOUNCE BACK..
The normal reaction is the Elizabeth Kubler- Ross journey (she outlined in her book ‘On Death and Dying’)
Denial – Anger – Bargaining – Frustration/Depression – Acceptance – New World View..
The quicker you get to Acceptance the better..
You didn’t get the deal..
The real question is..
‘What can I learn from that?’
Even better questions are..
‘How can I improve my system so that doesn’t happen next time?’
‘Who can I study or go and ask who is an expert/ better closer than me and find out where I went wrong…or where I can improve and learn from that..?’
Most of us are way too close to our own processes and systems to see the insanities and blind spots in them.
I was with a client the other day in a sales training session who told me they only got a 10% conversion rate..
When we did the numbers on our Activity Calculator it meant they had do 20 detailed proposals per week (4 per day) to reach budget…
It was physically impossible..
So they were doing detailed proposals and simply EMAILING them to prospects HOPING that the prospect would
2. get excited,
3. see the value and
4. pick up the phone and say ‘YES PLEASE… I’D LOVE TO BUY FROM YOU..’
Once they explained the system they too could see the LUNACY in their approach..
POINT: Only in talking to someone outside their business, having an open mind to new ideas and looking at it objectivley and scientifically could they see why they were banging their heads against the wall..
Their world has changed..
We have changed the system..
They are rebounding..
There is new hope in that team..
No matter what happens, our goal should be to turn the situation into an opportunity..
As Napoleon Hill says in Think and Grow Rich, ‘to turn adversity to advantage…’
Be like a rubber ball… and keep bouncing back…
See you next post..