Toronto is experiencing an exceptionally soggy Spring. And there’s a whole lot of complainin’ goin’ on! But that’s not terribly shocking. I hate to say this being a Torontonian myself, but we do have a tendency to complain.
OMG the cold! Will this winter ever end? Replaced quickly by ‘Ugh, the humidity!’
Newfoundlanders, by contrast, don’t waste time complaining about the weather. They just dress for it and get on with their day, with a cheerful acceptance. Similar to that wonderful Quebecois saying ‘There is no bad weather; just the wrong clothes’.
A sales professional has many daily challenges: administrative duties, tightening compliance, maintenance of professional accreditation, do-not-call lists, and more.
All of the above are complications that make getting to your core purpose of serving clients an honest-to-goodness challenge. And of course, we haven’t even touched on finding and winning new clients!
Like letting the rain, fog, cold or heat get in the way of what could be a great day, we can let all the challenges of our job wear us down and sap the joy out of having a meaningful impact on peoples’ lives.
Here are a few tips to help you get better at selling through the fog.
Put your ‘Why’ front and centre.
Get off the Get-Rich-Quick Train.
The industry is changing. There are new transparency regulations and a move towards greater fiduciary responsibility. Compensation structures are changing. The new environment will reward relationship-selling more than the hunt-and-kill approach. So, the rhythm of your business development needs to adjust.
Take a deep breath and settle in. Focus on the long game. Prioritize trust over sales in your relationships. More and bigger sales will come in as a result.
Expand your capacity for joy in connection.
True connection with another human being always refreshes the soul. Yours, and your client’s. So, no matter what stack of tasks awaits you afterward, expand your capacity for joy in the moment.
As we reach deeper into the things that matter and the aspects of our profession that truly feed our souls, we can be effective at selling through the fog of whatever challenges we face.