A business fairy tale …. I was at Waves Coffee House in Lynn Valley (a local coffee shop in North Vancouver) speaking with a prospective client over a muffin and mocha. He was telling me about the challenges his sales organization was facing. (aren’t we all!) Decisions were being delayed because of the economy and our weak Canadian dollar; competition was everywhere, cutting prices to bare bones to get the orders. His reps were frustrated and discouraged. (sound familiar?)

“If only they could all be like Kate.” he said, shaking his head in frustration. “Can you clone her?”

I thought that was a rather odd request so I asked him to tell me more about this “Kate” person. Why did he want to clone her?

It seems that Kate was having a really good year despite everything that was going on. She’d lost some business to competitors, but had won her share of accounts without major discounting. Even the numerous obstacles she encountered which totally derailed the other sales reps, only set her back temporarily.

“Let me guess”, I interrupted. “Those setbacks seem to get her jazzed – it’s what floats her boat, right?”

My client who was about to take a bite of his muffin, set it back down on his plate. Looking at me like I’d just sprouted alien antennae he said, “How did you know that? That is exactly what happens.”

It was an AHA moment. I couldn’t resist. I leaned forward and said “Kate kisses the frogs.”

My client burst out laughing. It certainly was not the answer he expected but it’s the truth. Over the years of working with individuals and companies, I’ve met other Kates and they are usually top performers. What differentiates them from their colleagues is how they approach the setbacks (or ugly frogs) they encounter in selling.

When setbacks occur, frog kissers like Kate reframe these obstacles into personal challenges. Rather than getting discouraged or worse, blaming others, they ask “How can I tackle this new situation? What other options can I try?”

They experiment with different approaches, willing to grow in the process. In doing this, limitations become possibilities and frog kissers are often able to transform their setbacks into successes.

So here’s my challenge to you. In the coming months you’re likely to run into a few sales problems such as disinterested prospects, angry customers or delayed product. Instead of getting upset, frustrated or discouraged, I want you to scrunch up your face, pucker your lips and go kiss those frogs.

That’s right. Kiss the frogs.

I guarantee you that princely pay-offs are hidden inside.

Now Go Get Connected!

About Cathy Kuzel
With 25+ years of experience as a successful Entrepreneur and Business Consultant, Cathy teaches entrepreneurs how to let go of limiting beliefs and “Stand Up & Stand Out” to have the success they dream of. Cathy is recognized across Canada for her expertise on “All Things Small Biz”. Named one of the Top Ten Mentors in Canada, Cathy is the Founder of The Connected Woman Association, Author of “Are You a Collector or a Connector?”; “I’m on the Phone!”; the internationally known “Daily Espressos” and is a networking maven.