Do you remember the last time you closed a big deal? Or maybe you closed two or three in a row, on the same day? It’s what sales people live for so of course you remember. It felt great and you walked like you were 10 feet tall and the best sales person in the world.
Ok, how about the other side. Do you remember a meeting when you were just completely shelled? Everything went wrong and you got kicked out of the office. Not only did you fail to win the business, your prospect insulted your intelligence and told you to find another career. How did you feel then? Were you ready to quit?
Here’s the thing, really successful sales people know that they’re never as good as they feel when they go on a hot streak and win a bunch of deals in a row. And they know they’re never as bad as they feel when it seems they can’t do anything right. Really successful sales people understand they need to stay even. They understand sales is just one of the roles they play in their life and they don’t let the ups and downs of their profession influence how they feel and how they view themselves.
Really successful sales people keep a balanced view of their sales role. What do they do when they’re really successful? The same things they did to get there – making prospecting calls every day, asking for referrals, asking tough questions, and focusing on the daily behaviors and attitudes that produce outstanding results. And what do they do when they’re floundering? The same things they did to get there – making prospecting calls every day, asking for referrals, asking tough questions, and focusing on the daily behaviors and attitudes that produce outstanding results.
How balanced is your sales role? What can you do to keep an even keel and not let the ups and downs get you out of balance? How much will this add to your income next year?