Video: Build a Resilient Salesforce

Those who have mental and emotional Resilience face new challenges with optimism and quickly bounce forward are best equipped to find creative ways to deliver value to customers throughout the sales cycle.

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Seek understanding by asking. If unsure of how oth

Seek understanding by asking. If unsure of how others are feeling or responding to you, and if it is appropriate, simply ask how they are feeling. This can be especially helpful for people who are hesitant to express themselves. For example, if making a change in policy, ask “What concerns do you have about the change in policies?”

Amiable Style people are motivated to form good re

Amiable Style people are motivated to form good relationships, so they are typically open to establishing good rapport when meeting new people. These individuals look for others to be genuine and sincere, and they are often quick to judge people on these traits. Be open to sharing something about yourself with these people. It doesn't have to be overly personal, but just something interesting or unique about your life will do. This communicates that you are open and trusting, and will help these individuals to have confidence in their relationship with you. You will know that these people are actively engaged in conversation when they are freely sharing their opinions and are lively and animated.

Be the first to listen and the last to speak. In s

Be the first to listen and the last to speak. In situations where you are experiencing strong emotions, let others speak first. You will have the chance to express yourself in time, but this allows others to make their points and helps you to understand their opinions. With this understanding, you can then express your own viewpoints.

People of each Style give different signals that t

People of each Style give different signals that they are uncomfortable or feeling stress. During meetings or conversations, you can look for these signals and try to address the situation in a way that lowers tension.

By nature Expressive Style people are outgoing in their behaviors, so they are very obvious in how they convey their discomfort. They will be quick to verbalize their opinions and feelings, often in a hostile or very blunt manner. They may make critical statements about other people or situations, and if feeling extreme tension they might become emotionally charged and combative. They might attempt to dominate the situation, and while in this state they will become even louder and more animated than normal.

If you struggle with getting things done, learn ti

If you struggle with getting things done, learn time management techniques. This is one of the best ways to increase your conscientiousness. One strategy is to record how you spend your time. For one week, keep a record of everything you do. Look for time that can be used more effectively.

Driving Style people like to use their time effici

Driving Style people like to use their time efficiently, so when leaving voicemails, be brief and to the point. Provide only the key information that is necessary, and don't bother with specific details unless this is absolutely necessary. Tell the person what your goals are, what you would like the next steps to be, and any timeframes. If feasible, provide options and let the person make a decision. You don't need to be personable with these individuals, so don't be too concerned about politeness or leaving personal comments in addition to your main message.