Like most other professions, the sales profession has its ups and downs. Some days, everything seems to click. Prospects take your calls. They are open to talking with you. They have a sincere interest in your product or service. They meet with you and candidly share relevant information that allows you to determine exactly how they will benefit from your product or service and how to best structure your presentations. And, when you give your presentations, they quickly make buying decisions. On those days, you can't imagine a better profession than sales.
And then there are those "other" times.
There are times when everything is an uphill battle. Few prospects will take your calls. Those who do, end the conversation abruptly with a request for you to send them "something" about your company. And, the people to whom you previously sent information won't take your "follow-up" calls. Prospects who promised to make a decision are putting you off. Prospects who have already made decisions - to buy from your competitors - are ducking your calls, leaving you in the dark ... and still hoping.
At these times, it becomes crystal clear why no one in your family encouraged you to enter the "selling" profession; why mom wanted you to pursue medical school or law school or any number of other "legitimate" professions.
At these times, you must remember that nobody told you it was going to be easy. (If someone did, they were either stretching the truth or they had never earned a living by selling.) And, I'm sure you realize, doctors sometimes have patients they can't cure, and lawyers don't win all of their cases. Every profession has its uphill battles.
On the "uphill" days, you must also remember the things that you take for granted on the days things are running smoothly - namely: You have a product or service that provides value for people.
You have an obligation to your employer to do all you can to find those people and provide them an opportunity to purchase your product or service.
You have an obligation to yourself and your family to earn a living.
Success at any time, but especially on the uphill days, is dependent upon your commitment to do what needs to be done, when it needs to be done, regardless of the difficulty of doing it. Focus on performing the necessary activities - skillfully and consistently - rather than the outcome. When your behavior is correct, your uphill journey will eventually level off - it always does - and walking will be a whole lot easier.
Ken Seawell
Managing Partner Sandler Michigan - EAM Consulting Group
