Here's how you can transform setbacks into opportunities for success in sales.

Regla Sandler: tienes que aprender a fracasar para tener éxito. El fracaso es el día a día del vendedor. No puedes esperar cerrar todos los negocios ni lograr todas las citas. Hazte amigo del fracaso. Suele ser buen consejero.

Failure presents an opportunity to construct something anew. Instead of allowing failure to consume us, let us gracefully accept it and move forward.

Hasta que no te enfrentas a una venta no sabes si va a ser exitosa o no. En cualquier caso el rechazo es al producto o servicio, en ningún caso a la persona como vendedor. Lo único que se puede entender como fracaso es no intentarlo.

Handling objections in sales is a critical skill that can significantly impact the outcome of a deal. It's natural to feel apprehensive when objections arise, but addressing them directly is key to demonstrating expertise and building trust with prospects. By effectively handling objections, you not only overcome barriers to closing the sale but also strengthen your relationship with the prospect. So, while it may seem challenging at first, mastering the art of objection handling is essential for sales success.

I once had a client hire me and ghost me all within 24 hours. Here is how I turned that setback into success: I began every meeting after that with questions that would "disqualify" the client. My strategy was to find out if they were tire kickers and were never going to hire me in the first place. -Ex: Are you the decision maker or does HR have to come in and make a say? I began "invoicing" them right then and there; instead of, "i will get that to you tomorrow." -When forced to pay now, an uncommitted prospect will give excuses and show you their true colors.

Antes de analizar los contratiempos identifica las etapas de tu proceso de ventas. Luego, analiza en qué etapa surgió ese contratiempo. ?Qué consigues con esto? Conocerte y conocer la etapa que necesitas mejorar. Y también, conocer la etapa donde eres infalible. Recuerda: Lo que no se mide no puede mejorarse. ?Tienes claro tu embudo de ventas? Si no es así déjame un comentario y te envío mi método comprobado de éxito en las ventas.

Embracing the failure is the first step to prep yourself to be in a position to analyze it pragmatically. There could be things which are in your control and some of it out of your control. Often time one would find themselves in a collaborative sales effort and having a open line to communicate feedback is very important. As a team if you improve chances are you will win next time.

First, if you don't have a defined repeatable sales process how do you know where to analyze it? Was it the targeting (ICP)? Was it the outreach? (cold calling, cold email, etc) Was it struggling in discovery? Was it lack of followup? If you have a process, you can pinpoint where the problem lies, isolate it and then correct it. Without a process, it's guesswork.

Analysis is key. Where did the deal get stuck? Why did the client end up not buying? What did the client buy, eg. Nothing or from a competitor. What can you learn?

Working. With a sales coach to analyse your approach, calls, meetings and emails is key. Constantly seek feedback and compare what works from your peers too. Regularly share best practises.

Here's a big one. No fancy software, except your smartphone. Hit record. Every single call. You can't diagnose yourself on the fly - you miss things like: - tonality? - Talk to listen ratio. - Questions - Silence/pauses. - Active listening (labels, mirrors, verbal cues) - Are you interrupting? - Was there an energy change. Recording won't lie. The same can't be said for feedback from people who want to be polite

I’ve seen is when a major client rejected a proposal. Instead of viewing it as a setback, we sought feedback from the client and learned that our pricing was not competitive. This feedback allowed us to adjust our pricing strategy and win more clients in the future. Leveraging experience is also key. By sharing our own setbacks and how we overcame them, we can mentor others who are just starting out or struggling with their challenges. This not only empowers them but also reinforces our own learning and solidifies our expertise. It fosters a supportive sales community and cements our role as resilient and resourceful sales professionals.