Ronnell Richards

You can’t👎 and you shouldn’t. 🚫 You’re not going to get some pep talk or tips and tricks from me on this one. I fundamentally believe the key to success in business and life starts with doing good work. When I talk to a new client who is challenged with growing their sales organization the first thing I evaluate is the quality of their work. If their work is good and they do right by their customers I can fix everything else. If they don’t have that foundation or a terrible reputation it may be time to pack it up and do something else. You can’t put toothpaste 🪥 back into the tube.

Dust yourself off and get back on this horse. Success has to be EARNED and this is just part of earning it. Just because it wasn’t right for that person doesn’t mean your idea is not right. Be wary of changing. Do a simple assessment and make adjustments if needed but not only because of this situation. Make adjustment if they make sense and never make that decision immediately after. You’re too filled with emotion to make logical decisions at that time.

After completing a training like mine on the LinkedIn Learning platform or Sayless Academy, people feel energized and excited. The problem is you’re getting a TON of information which makes it overwhelming to execute. That’s why I always recommend focusing on the most simple foundational concepts for the first three weeks to create successful habits. Chew your food slowly and don’t try to gobble it all down😉😂.

Why? It's not as complicated as it seems. Lay all the cards on the table and ask them directly, 'why? '. This simple question can lead to valuable insights. Is it you? Is it the company? Is it the product? Plenty of people will contribute to this and give you tips, but the best tip is to avoid this situation. You can avoid this situation by educating yourself about weaknesses and potential customer's perceptions of you or your company. Adjust your sales process accordingly. You use the B-Rabbit method, lol. You address all those perceptions of weakness with your customers before they even mention them. You CONTROL the narrative. (My obscure reference is from the movie 8 Mile, google B-Rabbit vs, Papa Doc ;)

Rather than talk about the pain, I'm going to take you back to the root. They keep expecting discounts because you set the wrong foundation for the relationship. You probably sold on price and didn't build enough value at the start. Once you're at the point of this discussion, it's almost too late. You can't get toothpaste back in the tube. I'd start from the beginning and look at my sales process to determine where it needs to be fixed. As I teach in my book, PRICE is never the problem; value and impact are. If I told you I had a pill I could sell you that would make you the smartest person on the planet, how much would you pay for it? Whatever it takes! That's because of the value and impact. Go to Sayless.Academy

Old school simple practical wisdom and advice I learned over 20 years ago. There is actual science behind it, but I forgot it LONG ago; all I know is it works. When you are feeling sh*tty. Force. smile on your face and hold it for 30 seconds. It's miraculous how it adjusts your mood. Then get back on the horse baby!