5 Things Salespeople Can Control Right Now

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Somehow, we’ve all decided that a garage full of bath tissue will solve all of our problems. Who knew?

The last episode of 5 Minute Sales Training was all about selling in a time of fear. You can check that out here if you missed it.

I want to continue that discussion. Because we don’t just want to overcome our fears…

We want to REPLACE fear and anxiety with that which is constructive, edifying, compassionate and uplifting.

And we do that by focusing our energy and effort on the things we CAN control during uncertain times.

Let’s focus on five things you can control RIGHT NOW….

Here’s a recap of everything in this episode of 5 Minute Sales Training:

So, what’s with all the panic buying?

Panic buying happens when people fear that they are out of control.

And feeling out of control is actually quite normal in uncertain times.

What happens when we’re living in the world of the unknown?

I would look at it and say, “There is the low road and then there is the high road.”

The low road is that auto-response, the automatic brain. And what’s the number one job of the brain?

To keep you alive!

So when things are happening that are foreign, strange or troubling in some way, then the automatic brain goes into overdrive.

The threat sensitivity is triggered and we start to feel like, “Oh no, we’re out of control.”

That’s the low road.

The alternative is the measured response. The thinking part of the brain.

The part of our brain that can look at it and say, “We may not know everything, but what can we control?”

That’s the high road part of the brain at work.

There’s a lot right now that’s out of our control, but what if we focus instead on what we can control?

And there’s plenty out there that we can, in fact, control.

And I want to share with you some very specific ideas on five things salespeople can control right now:

1. Control your own growth.

The internet is an online university. You can get way more than a college degree just by studying free stuff on the internet.

Now, I’m not talking about watching cat videos on YouTube. I’m not talking about hanging out on social media.

But there are so many sites where you can educate yourself, whether it’s for your professional career, for your personal, for your relationships, your health, whatever you choose.

This is a great time to grow.

You can also take advantage of…what are those things called, those…they’re like rectangular and they have paper in them?

Books, books. You can read books.

2. Control your own effort.

That means you can plan out your day. You can plan out what’s going on in the next week, what you really want to accomplish.

If you’re a sales professional, plan out your prospecting calls. Plan out staying in touch with your backlog.

And increase all of them.

3. Control the inputs in your life.

You can decide what goes into your brain.

In a time of a lot of upheaval, the first thing we want to do in the morning is pick up our phone to see what happened overnight.

And I just want to tell you, the world did not stop spinning overnight.

If it did, you wouldn’t have the ability to pick up your phone. So do something positive. You can control the inputs.

Yes, I think you should stay informed. But you can do that with quick little hits, rather than camping out and watching the negativity over and over again.

Remember, your customer needs your positive energy. And you can only give out that which you have inside.

4. Control your own involvement.

It’s reaching out to neighbors. It’s connecting with people.

We talk about social distancing.

I understand physical distancing, but it doesn’t mean we have to break down the connections.

What can you do?

5. Control your own attitude.

One of my favorite quotes all time from the psychologist Viktor Frankl,

“Everything else can be taken from a man except for one thing, the last of the human freedoms, the ability to choose one’s attitude in any given set of circumstances.”

He called the right to choose our own attitude, “the last of the human freedoms.

We can choose to be positive. We can choose to be uplifting to the people around us. We can choose to be grateful.

You control your attitude.

I am committed to doing my part to keep myself safe, to keep my family safe, and to keep society safe.

I am practicing physical distancing. I’ve made changes to my business and to my organization.

But I’m not letting it detract me from my long-term.

I’m doubling down on my long-term growth, on my goal planner, on all the things that I have planned over the next several years.

This is an opportunity to lean into those things, not away from those things.

There are always opportunities in times like these.

There are lessons to be learned in times of adversity that you cannot learn in times of prosperity.

Kindness acts as it’s own network. That is the kindness that you pour into the people around you, they end up pouring into people around them.

That kindness that gets shared starts to network around and what a beautiful opportunity to take advantage of that right now.

Until next time, learn more to earn more.


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About the Author: Jeff Shore

Jeff Shore

Jeff Shore is the Founder and President of Shore Consulting, Inc. a company specializing in field-tested and proven consumer psychology-based sales training programs.

Jeff is a top-selling author, host of the popular sales podcast, The Buyer’s Mind, and an award-winning keynote speaker. He holds the prestigious Certified Speaking Professional designation from the National Speakers Association and is a member of the NSA’s exclusive Million Dollar Speaker’s Group.

With over 30 years of real-world, frontline experience, Jeff’s advanced sales strategies spring from extensive research into the psychology of buying and selling. He teaches salespeople how to climb inside the mind of their customers to sell the way their buyers want to buy. Using these modern, game-changing techniques, Jeff Shore’s clients generated over $30 billion in sales last year.