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July 15, 2021

649. How I get a payoff from a NO SALE 🤦‍♂️

649. How I get a payoff from a NO SALE 🤦‍♂️

You probably don't have to think back very long or hard of a time when you were supposed to get off early, yet stayed until close, only to NOT make a sale :(

Or the times when you came in on your day off only to get a text hours later that your customer bought elsewhere.

Rejection is tough. Being rejected after giving your all, and then some can rip your heart right out of your chest, but if you're not careful, you can end up in a dark, cynical place and burn out in your sales career. 

Today I am going to help get a payoff even when you don't make a sale. It may not be the result that you wanted, but it'll pay massive benefits if you apply 3 bits of intelligence to your situation:

  • Analytical Intelligence
  • Creative Intelligence
  • Practice Intelligence

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Transcript

Hey, welcome to another edition of the sales life. And today's episode was recorded on LinkedIn. I did a live podcast, it's for my salespeople out there. And how do you handle situations? The other day? I was walking by some salespeople. They said, man, you know, busted my ass on the deal. I didn't make a deal. And I think we've said that scenario many, many times. I know I have countless times and it can, it can get disheartening. It can make you very rigid. It can get you, um, very cynical and dark in this business where you end up out of the business. So if you've ever uttered the words of busted my ass on that deal, um, and you didn't know what to think after that, how to process it. This episodes for you because there are some benefits that you can get out of this deal, even though it didn't result in a sale, it's not cashable immediately, but it's going to pay you some longterm dividends. And so it's learning to flip and power through the critical moment of the criticism of when you gave your all and. You got nothing out of it. You got a lot out of it and I'm a break it down for you and show you how to strain the very essence, the best things, even though it resulted in a goose egg, but it's only a goose egg for right now, if you apply it in the right way. You apply these principles that I'm about to teach you. It's going to pay off in massive ways. So let's rock out what today's episode be. Sure, man. If this one resonates with you, share it with someone else, to help keep them in the sales profession. It's the best profession in the world. And guess what? Not everybody can do what you do. So if you're in the sales profession, man, you were in rarefied air. My friend, stay with it, never settle. Let's rock out. how do you get a pay off even when it didn't result in a sale because nothing is wasted, no experience, no encounter is wasted, but sometimes man, we don't see these things because we're just focused on what we gave versus truly stepping back and determining what we gained from all of this. All right, welcome to another edition of The Sales Life I'm your host Marsh Buice. This is really geared for those salespeople out there. And many of the episodes that I do, um, are for the sales life, because I say selling is a life skill, but there's also the sales profession and the sales profession. Sometimes man can get really, really gnarly. It can get really, really dark for you. And so quickly, man, I want to address. Some, all too familiar scenarios that we have. And that's when you've given your all onto a deal. And you, you, you poured every resource that you possibly had. All the good vibes. You dumped it all into this, this, this deal. And you ended up not making a sale. Oh, those are tough. Aren't they? And the only thing we can do is we just shrug our shoulders and we say, man, I busted my ass on that deal. What do you do from there? And so quickly, man, I want to help you push through those things and get a pay off, even though it doesn't result in this deal. It may not have this result, this outcome that you wanted, but it does pay massive. Benefits, because we've all been in those situations before, where you were scheduled to get off early that day. Yet you end up staying to work late with that customer and you work and you grind and you go all the way to the 11th hour only to find that the customer can't buy or it ends up in no deal. And you go home and your family's already asleep. Y'all were supposed to have movie night and all you can do, man is just climb in the bed. That's a bad feeling in it to know that you stay late, you come home and they say, how'd you do? I came home with nothing. There's a payoff to that. And I might help you with this, or It can get really, really hurtful to come in on your day off, because you had a good feeling about this customer you showed up and they didn't, and you wait around and you call and you text and you send an email. You go back through your old text messages to make sure you didn't miss something only hours later while you're still there on your day off. The customer says, Hey, thanks for everything we bought somewhere else. "I busted my ass on that deal!" The times that you've broken protocol, and you set up these multiple meetings, you traveled for these multiple meetings, even though your manager was saying, ah, you better rethink this, but no, I have a good feeling about this one so much. So the vibes are so good. In fact, that. You can hang out with many of these people, making the decision only to have a smaller company swoop in and make your client, their customer. For those that are not in the sales profession, I cannot begin to even describe what it feels like. To know that you've poured every fiber of your soul into a deal and you ended up not making a sale. The only thing we can say out of frustration is"I busted my ass on that deal!"I gave everything I had on that day. And if you're not careful and you don't step back across that line that you just crossed, it can get very dark for you and you can get cynical and hardened and you'll end up burned out of the business. So I want to help you push through the scenario, And how do you get a pay off even when it didn't result in a sale because nothing is wasted, no experience, no encounter is wasted, but sometimes man, we don't see these things because we're just focused on what we just gave versus truly stepping back and determining what we gained from all of this. So the first thing I want you to do when you don't make a sale, don't make it a press conference. Don't relive this scenario, the story over and over again. You're not going to get anywhere. Nothing productive is going to come out of that. The second thing I want you to do is I want you to treat it much like an athlete does make it a game film. Peter C. Brown and his book "Make it Stick,"said there's three different kinds of intelligences. There's the analytical intelligence, there's creative intelligence. And then there's practical intelligence. So in this scenario, when you make it a game film, much like you do an athlete. The first thing is you've got to have that analytical intelligence. You need all three of these. Some are going to be a little bit heavier than in others, in different scenarios. The analytical intelligence is where you. Apply the problem solving. You're learning to connect the dots. Where was the disconnect? Where did I miss it? Right here? It's the analysis of it all. That's the analytical intelligence. Then you got to have the creative intelligence and the creative intelligence. I love this one out of all, three of them analytical, creative, and practical. Creative is my, my favorite. And probably because it's one of the 10 CS in your Sales Life , 10 core skills that you need to be effective and not only the sales profession, but also selling your way through life. Creativity is one of the, one of the biggest ones and the creative intelligence is where you have the ability to use what you already know. To use your experience and apply this to unfamiliar situations. So meaning that maybe I haven't been in this situation before, but I've got enough experience. I've got enough. Know-how that I'm RFA I'm ready for anything. I figure it out. I don't run for the Hills. I apply that creative intelligence to that scenario moving forward. And amplify my sales game. And the last one is that practical intelligence. This is where you have the street smarts. So using the analytical intelligence, using the creative intelligence and applying it to the practical intelligence, moving it forward. This is when you can step into different scenarios. You spot it. Even though it may not be the exact situation, but it's very, very close to what you've experienced before. And because that last deal didn't result in a sale, but I applied the analytical, the creative, and now the practical intelligence. I got something out of those things. I strain the, , the very essence, the best things, the resources out of those scenarios. I didn't just get big lipped out of the rejection. Because I look at those things, then I can spot a scenario and apply that practical intelligence. Because one thing that you have to understand when you sit there and say, busted my ass on that deal, it's nothing productive that gets you in that victim speech. You're waiting for someone to rub you on the back. And the people that are rubbing you on the back are the very ones that are saying, I'm glad it was you. And not me. I'm glad you stayed late. I'm glad you came in on your day off. I'm glad you decided to grab that customer and I didn't those are the ones that are saying, man. I sure hate that. So saying all that, isn't going to get you anywhere. So what I want you to do is I want you to flip it instead of saying, I busted my ass on that deal, say it, but then I want you to flip it and say, I busted my ass to earn that experience. Cause you got massive experience, but you won't see it as experience. You won't see it as practical, analytical. Uh, and creative intelligence. You won't gain anything out of that. If you don't sit there and see it for what it is, if you only see it as a goose egg didn't make the sale. But if you look at it in a different way, you're going to get tremendous, pay off massive benefits out of these things, Like I said from the beginning, nothing is wasted. So out of every customer that you've had, dude, you've probably got 15 different experiences. All right, let me break it down to you. I want you to think in threes, threes, analytical, creative, and practical thinking threes with every scenario with a customer. So that one customer, the phone calls- every phone call that you make, you probably have three different experiences out of that one phone call. Maybe you, you didn't handle the rejection on the phone, right. Maybe they asked you something and you didn't handle it. Right.These are all experiences that you have the ability in your sales profession to reconnect. So that one phone call three different experiences. Minimum three, I'm working in minimums. That meeting that you have with the customer three different experiences, maybe you didn't adjust when you saw that body language. Maybe they said something, but their body said something different yet you missed it. Maybe you said too much. Maybe you said too little. What are the experiences that you can gain from that meeting the followup. If you follow up, you better be following up. You want the unfair advantage in sales up, do the thing that you fear most, which is follow up. You do that one thing. You're not going to die. I've never seen a salesperson in my 23 years drop dead during the followup call. They're not, but in that followup, A few different experiences from that. So when you followed up with that customer, maybe it was a certain medium that worked, that didn't work, maybe along the way you picked up another medium of follow-up of bringing value. And now you apply that to your Sales Life. And then negotiation. Oh, negotiations is not just three. I think it's probably double that every negotiation that you have with that one customer, I'd say at a minimum, probably double it probably nine or 10 different scenarios, experiences that you can gain through that negotiation because there is no, I've never ended up in a negotiation where I ended up with an A plus. Maybe a C and an a plus doesn't mean I make the sale because there were things I just didn't handle. Right. But if you're blind to it all, if you're not even addressing those things, if you're not even looking at them and breaking them down, even though it resulted in a sale and that's what happens, salespeople just turn up. Well I made the deal? That's, that's, that's a benefit, but it's not the end. All be all. Even though it resulted in a sale , can you treat a sale as a no sale and get the experience out of that? That's a big question. Can you treat a no sale as a sale? So I'll say when you're losing, find the wins, when you're winning, find the losses and it'll help balance everything out. But if you, if you apply it. Out of all those scenarios, I just 15 different scenarios. I just told you 15 different experiences out of that one customer. If you'll take that and you'll apply those three different intelligences, the analytical, the creative, the practical, and you'll stop having these press conferences, these big lip moments. If you'll apply those three things and reinvest those three things. Then as you move forward, you're going to be so much more mentally tough, so much more equipped and ready in your sales game compared to the other salespeople that other salespeople aren't doing. This 1% of salespeople are going to do this. You want the unfair advantage? Listen to this over and over and over again. Analytical creative, practical intelligence. If I put that into my sales game, even though it didn't result in a sales what are my benefits? Get the benefits out of it. Get the payoff out of it. It's going to keep you the three F's fluid. It's going to keep you flexible. Cause you're not going to get all rigid and it's going to keep you financially in the game. Because the reason why I have the sales life podcast serves two purposes, the sales life podcast, check it out. If you haven't listened to it, the sales life applies for those in the sales profession, because many times through the rejection, we think we've lost our touch. We think that we're the only one. Going through what we're going through. So I bring these messages to you because I want you to know the thing that you're going through. I'm going through, I've gone through, I'll continue to go through. So as to let you know that you're not alone, that you haven't lost your touch and that you need to stay in the best profession there ever is. And number two, the sales life exists for those that are not in the sales profession, because not everybody's going to be in the sales profession, but you can still take the skills from the profession. Take my 23 years of everything. I've learned the communication connection, curiosity, creativity, consistency, continuous learning, being coachable, handling criticism. Being courageous and applying, learning, productive confrontation, you apply those 10 CS. You can take those skills that I've learned in the sales profession, and you can apply those to selling your way through life because everything we do, everything you've accomplished is due to selling everything that you have not accomplished is also due to selling a lack of selling because. We're all selling our way to through and from something in life. So apply these intelligences, get a pay off even when you don't get a sale. All right. Remember, the greatest sale that you will ever make is to sell you on you because you're more than enough. Stay amazing. Never settle, keep selling your way through life. No matter what.