A very popular TED talk guest, Angela Duckworth talks about True Grit. What does that mean? When you hear someone give a compliment which states the person has grit, what does it mean? It means the person has the courage and shows the strength of their character. When understanding character education and how character is built, one of the keywords that should be included in True Grit. A person with true grit has passion and perseverance. Goals are set and followed through. A person who works really hard to follow through on commitments has true grit. It is not a term you hear very often.
A salesperson shows his confidence level through mental toughness. Confidence is one of the most important aspects of being successful in sales. We frequently misunderstand a salesperson as being outgoing and friendly as confident; this is not necessarily true. Often a person is attracted to sales because they see themselves as a “people person.” We can fall for this trait and ultimately not understand why this person seems to be busy with appointments but have very few people actually closing.
The ability to say and do what you need to is even if it is uncomfortable, one of the most important aspects of being a professional salesperson. When/if a prospect says something that doesn’t seem right or brings up a ‘red flag,’ the salesperson should be able to ask for clarification to truly understand what the prospect means by their statement.
A person with a high level of mental toughness will not allow misunderstandings to occur without addressing it with them. This skill will push the salesperson to do and ask all that they need to in order to reach a positive outcome (and remember, a ‘no’ can be a good thing). With mental toughness, the salesperson will have a shorter selling cycle and won’t fall into deeply discounting their product/service.
True Grit is to take personal responsibility for all that happens and look first internally to solve the issue – Say and do what it takes, even if it’s uncomfortable.
4 things to look at to find True Grit
- Accepts challenges – A salesperson that openly accepts challenges and sees that challenge as something to personally meet, and exceed
- Avoid making excuses – This salesperson may run into roadblocks along the way but will figure out how to get past it, not give reasons why they can’t.
3. Be unaffected by what others think – A successful salesperson is going for the gold, the win, the big prize, and whether others are jealous or upset or anything, a salesperson with True Grit looks straight ahead and isn’t bothered.
4. Sees the word NO as a learning opportunity, not a failure. A successful salesperson learns for everything they do, every mistake, and every opportunity. A person who always wants to get better will always be learning.
Personal responsibility is defined as a person’s “response-ability,” that is, the ability of a person to maturely respond to the various challenges and circumstances of life.
Personal responsibility is also closely connected to character. Character is defined as a person’s moral or ethical quality, and the character of a person gives them advantages to respond to the challenges of life.
When personal responsibility is low, a person tends to blame others for circumstances and is not able to consciously and purposefully choose his or her own thoughts, feelings, and actions. This person often sees themselves as a victim. Victims typically identify themselves based upon attributes of powerlessness, dependency, entitlement, apathy, fear, self-doubt, and the like. It is difficult than to create and follow true direction and destiny.
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