Get Unstuck

It’s all too easy to get stuck in our thinking.

 

Add to that the power of words which every time we utter them reinforce our current view of a situation or our feelings, and it’s like moving in quicksand.

All week I’ve been speaking with sales teams who are working on ways to work effectively during new business conditions.  Note: I could have said: “I’ve been working with sales teams who are struggling to cope with not being able to see their clients in person”.  Also known as a reframe.

Perspective is so important right now.  It’s harder to get from others because we’re not working shoulder to shoulder in a physical sense with our colleagues, our clients or other stakeholders.  So, in many ways, we need to build yet another discipline into our daily practice as salespeople of vigilance and discipline.  Watching the way we think, how we bring those thoughts to life with our words and actions and then being disciplined enough to choose more empowering thoughts, words and actions. And a helpful way to do this is by having another way of viewing the current situation.

By reframing, we open up a new perspective and level of internal resourcefulness within that gives us access to more options; more ways to think about, see and take action that will empower us and be more helpful to others.  Such a relief to know you don’t have to remain stuck anymore…

Here are some reframes from the salespeople I have the privilege of continuing to work with:

Original (O):
“It’s hard to call prospects out of the blue: I hate cold calling but I know I have to do it. They’ve got enough on their plates without me interrupting their day to talk about what we do”

Reframe (RF):
“I’m learning new ways to reach out to the people we’d like to call clients. I’m approaching them in a way that lets them know how we’re supporting other businesses like theirs”

  – – – – – – – – – – – 

 (O): “I’m finding opportunities out there that our business has refused to work with because of the way they need to work with us.  It’s so frustrating because I know I could hit my sales targets if the business would meet me halfway”

(RF): “I’m thinking about building a business case so that I can go to my leaders with a thorough analysis of the financial, functional and relationship value for us as a business and for prospective clients we currently don’t work with.  It helps me to clarify whether an opportunity is really worth pursuing and I can then proceed with confidence and clarity.”

 – – – – – – – – – – – 

(O): “Most of our clients have closed during the pandemic, and who knows how long this will be for?  Not only is it hurting our sales now, but if it goes on for 6 months, I might not have much of a client base left to sell to at all, and what will that mean for me and the business?”

(RF): “A large number of clients are not able to operate right now, so my focus is on maintaining a level of communication with them including just seeing how they are and how I may be able to support them through this outside of just what we can offer them from a product perspective.  Instead, I’m playing the long game because I know that when we emerge from this, whenever that is, I will be ready to maximise the opportunities that are there, reignite my customer bases and continue to deliver value to those who did such a great job at pivoting so their business survived.”

 – – – – – – – – – – –

(O): “My sales team wasn’t strong before this whole situation.  While I’d like to invest in training for them, I really don’t think they deserve it.  I guess I’m stuck with the situation as it is, and I’ll re-evaluate when things get back to normal”

(RF): “I’ve been wondering the best way to support my team to improve the way they engage with our clients.  Now is the perfect time to get them focused on their own development so that when things get back to normal, they’ll be better placed to do more than they were able to before.  There are so many ways I can do this that also demonstrates to them that focusing on their development is an expectation I have of them as their leader.”

 – – – – – – – – – – –

(O): “I’m not sure my company understands how hard it is for me to speak with prospects and clients now that everyone’s working from home?  Some still have receptionists to speak with but unless I’ve already spoken with them, they won’t give out their mobiles.  I’m getting really frustrated and feeling defeated and I’m only a couple of weeks into what they’re saying is likely to be a 6-month proposition!!”

(RF): “I love the challenge of finding ways to reach my clients and prospects – especially now that most of us are working from home.  We’re so lucky to live at a time when technology and social media enables us to have multiple ways to connect with them and open up the door to a face to face conversation on video conference if not on the phone.  I feel like an investigator!”

 

 

Here’s what I want you to do:

ONE: Write down your issue/thinking about a situation you face right now that may not be as resourceful as you’d like to be about it

TWO: Reframe this: again, write it down. Words are powerful.  They externalise our thinking and in saying them, reading them we strengthen them.  The reframe is what we want to strengthen

THREE: Email to me and if you give me express permission, I’ll post them. You will help so many others who may be facing a similar situation – help others to get unstuck.

 

 

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