The Pro: Alice Kemper
Title: Founder and President
Company: Sales Training Werks and Sales Training Consultants

Q: The coronavirus has thrown everything for a loop. How can distributors address their mindset when it comes to prospecting and getting back in touch with clients?
AK: Really keep it in check and monitor your self-talk. If you’re making calls and no one’s taking them, what are you saying to yourself? Are you depressed? Angry? Anxious? Are you saying, “Poor me! I’m terrible”? Listen to the words you say to yourself and what you’re saying to your clients, friends, family and spouse.

Q: How can you make a change?
AK: To some, flipping your mindset comes easy, especially for “the glass is half-full” people. They’ll tell themselves to knock it off, but that’s a small percentage of people, the A players. But you have to be willing to turn it around. I’m part of a Facebook group of sales reps, and when someone starts to lament how difficult things are, these people tell each other what they need to hear. They’ll say, “Don’t go down that road or you won’t make it.” Others in the group share that they’re having their best month ever; those who aren’t in there are making the calls and getting the business instead of complaining.

Q: What’s the danger of limiting yourself?
AK: Let’s say a hot dog vendor has a food truck on the corner that’s very successful. But then a recession hits, and fewer customers are coming out to get hot dogs. How does he react? He starts selling fewer dogs and buns. Then he’s only open three days, then two days. And he’s saying, “Business is terrible!” But the less you do, the less business you get! Be the vendor who stays out there – let other vendors be the ones who aren’t out there.

Q: What are some other methods to remind yourself to change your mindset?
AK: One is the rubber band method: Put a rubber band around your wrist, and as soon as you catch yourself speaking to yourself negatively, snap it hard and say “Thank you for that thought, but I no longer need it.” Then make the decision to switch your thoughts to “People love me,” “I sell well,” those positive affirmation statements. You can also put sticky notes around, on your computer screen, bathroom mirror, fridge, cubicle, and write things like “My income is constantly increasing” or “I easily and effortlessly attract the perfect customer.” Repeat them to yourself. You’re sending the right vibes into the universe and you’ll find that people start calling you! Change your personal vibration, because it comes out in many ways.

Q: Would this be a good time to enlist a sales coach?
AK: Sure, you can hire a sales coach, even just for the short-term. She can help you with mindset and accountability. Promo people are so used to networking events and with those not happening right now, coaches can help with phone scripts. Maybe it’s an industry colleague who becomes your accountability partner. On Monday, set your weekly goals and on Friday, call your coach and let her know whether you met your goal. Most people don’t want to call and say they didn’t do it. You could even check in daily.

Q: How has selling changed post-pandemic?
AK: Objectives are going to be different. The small-business owner who pivots will get the business. Double down on best sales practices. You still make the call, but the questions are different. It’s “How are you adjusting? What’s different for you now? What’s your company doing to prepare for reopening?” The answers will give you insights that link to what you can do for clients. Make it about them during your discovery calls and prep for rejection by having a question for their question, not an answer.

Watch This!
Real estate sales coach Tom Ferry emphasizes the importance of self-talk and its impact on attitude and, ultimately, your bottom line. Your outlook determines your next move, which is either taking action or not, he says, and “actions always produce a result.” Watch this quick, high-energy video here:

Alice Kemper, a Boca Raton, FL-based sales and leadership consultant, coach and speaker, is founder and president of Sales Training Werks and Sales Training Consultants. As part of the Sales Training Werks service, Kemper provides outlines for running better sales meetings, regular leadership advice, checklists and templates, podcasts and more. Find more information at salestrainingwerks.com.