Life is not about waiting for the storm to pass, it's about being willing to play in the rain.

I hate to be the one to break it to you, but not everyday is going to go exactly as you have planned it out. In fact, very few days are going to go as planned. The field of sales is no different and it is the salespeople who learn how to play in the rain that are ultimately going to have success.

It could be that "done deal" that falls through or it could be the "yes" that turns into a "no" for no apparent reason. All of the sudden the successful day you had planned has turned into a rough one; so how do you react? You have two alternatives. You can run for your umbrella and take cover for the day, or you can find a big puddle and go jump right in the middle of it with a big smile on your face. Ok, that's enough with the rain references, but the point is an obvious one.

Those of you that choose to look adversity in the face and find a way to overcome it are ultimately going to be more successful. So that deal you had in place yesterday fell through, nothing you can do about it. However, there is a customer who just walked into the store and is in the market for an anniversary gift for his wife.

Now's the time to jump back in the game, start a non-business conversation with the new customer and see where it goes. As you get to know each other, the customer begins to tell you about his wife and what he is looking for. Because you are a professional salesperson and know your inventory, you have the perfect thing in mind for him.

As soon as you show it to him, he says that's exactly what he's looking for and all the sudden you have a completed sale.

The day that started with promise, then looked bleak, ended with a sale and a very satisfied customer. It ended well because the salesperson was willing to play in the rain.

FINAO - Brad Huisken