What do you do when the sh*t hits the fan? Most people run straight into the fire and make the situation worse.
Have you ever had one of those days where you played like a rookie even though you have decades of experience?
Well, I had one of those weeks.
I made so many boneheaded mistakes. I signed a customer up to the wrong bank. I used the wrong money factor on a lease and signed a customer up using a short-term rate on a long-term loan.
I had to fix every one of my mistakes.
But how?
I did the best thing I knew to do in my 24 years of messing up in sales.
I created distance between me and my mistake.
In her book, "Overcome Your Villains," Heather Monahan writes about a similar situation. To kick off her entrepreneurship tour, she decided that she would write and self-publish a book.
With zero clout and no clue, Monahan did the only thing she knew to do. She Googled it. She professed that writing the book was the easy part, but getting it published would be her ultimate test of faith and patience.
Not only did the printer miss the deadline three times, but they shipped her books with the wrong book cover just before Monahan's book tour was to launch.
Monahan writes,
"Sometimes, when we're frustrated, we can be quick to blow up and react. By waiting for just a bit-buying some time and calming down, we can operate more successfully."
Instead of immediately picking up her phone to blow up on the company's president, Monahan put some space between her and the mistake. In doing so, she was able to work through multiple scenarios until she found the one that put her in a position of strength.
Monahan called the president and made her offer that would be a win/win for both her and the printer company. "If you'll zero out the balance and send me my books with the right covers, I will promote your business on my book tour."
Done.
What would you have done in a situation like that?
Regardless of who's at fault, the only way to logically work through multiple scenarios is to put some space between you and the mistake.
Like anything, you'll do better with practice. Initially, you may need a day to cool off and think things through; because I've made so many mistakes over my two decades of sales, I only needed about 10 minutes.
The critical thing to remember is to give the mistake room to breathe. While you do, don't jump on the phone and tell your story over and over again, and don't blame anyone either. Own it. Walk away. Breathe and come back to it with a few different scenarios.
I'm pulling for you. Let me know how your progress is going.
Remember, the greatest sale you'll ever make is selling you on you. Stay amazing. Stay in The Sales Life.
Hear this episode on The Sales Life or watch it on YouTube.
