October 30, 2014

Motivation Makes The Sale: Stay Optimistically Focused

optimism

One of the most challenging aspects of sales is staying motivated – especially in the face of objections or rejection. A lot of salespeople engage in distraction or busy work instead of productive activities. Remaining motivated is essential to sales success.

You have to keep moving forward no matter what you encounter.

What Drives You?

In sales, the most successful people are those who can set goals and then establish systems for achieving those goals. They treat every step of the process as an appointment. They even put these steps on the calendar. These salespeople use CRM systems that provide reminder tools so they aren’t leaving anything to chance.

There is more to goal setting than just deciding what you want to achieve. You then have to put the plan in place to make it happen. Staying motivated is easier when you commit to that plan.

Being a team player is also key to staying motivated and successful. Imagine selling something that your operations team can’t follow through on. The frustration alone would be enough to demotivate you. You need other people to carry out what you sell in most situations. Working well with them, listening, collaborating, and considering other viewpoints makes your sales job easier.

At the same time, you should be able to initiate programs and plans. Successful salespeople don’t wait for others to get things done. They initiate. An example of this is making sure you have next steps with your prospect. Some sales people tend to let the prospect lead next steps. They’ve effectively given the power to the prospect and are no longer in control of the process.

So what happens when the prospect doesn’t follow through? You’re stuck.

Stay in control. Initiate the meetings and contacts during the sales process.

All of This Starts With Focus

There are a lot of parts to a sales job. Focus helps you manage those moving parts effectively. Ensuring that you make your sales calls, attend events, create and deliver proposals are critical. Creating proposals requires true focus as each prospect is different. The proposals require individuality so the prospect believes you are really thinking about them in particular.

Now let’s talk about optimism. Nowhere is optimism more important that in sales. You have to believe that you are going to succeed. You have to believe in your product or service and how it really helps your clients solve their problems. Can you imagine making cold calls if you aren’t optimistic? Right! That’s one of the reasons people struggle with cold calling.

To stay optimistic focus on your successes – no matter how small. Accomplishing even the simplest thing in sales and acknowledging that achievement will increase your optimism and your results.

If I were to pull all of this together, I would say that the way to stay motivated in sales is to be optimistically focused on your collaborations, initiatives, goals and plans.

This motivation will be instrumental in making sales over and over again.

Optimistic Photo via Shutterstock

2 Comments ▼

Diane Helbig


Diane Helbig Diane Helbig is a Professional Coach and the president of Seize This Day Coaching. Diane is a Contributing Editor on COSE Mindspring, a resource website for small business owners, as well as a member of the Top Sales World Experts Panel at Top Sales World.

2 Reactions

  1. Hi Diane, This is an awesomely motivating article! Just what I needed this morning.

    I totally agree that you must focus on your successes. You control your own state of mind, and if you focus on successes you feel much better and more positive than if you continually obsess on everything that went wrong or everything that’s not perfect with your product or service.

    You have to BELIEVE if you want others to believe. Small business people tend to have inferiority complexes, because they see everything wrong with their products or in their organizations, and think “who would ever pay for this?” It erodes their confidence.

    But you know what? I spent a lot of years in the corporate world, and our company (a NYSE-traded company) had products with all sorts of limitations and things that were clunky and didn’t work well, and people inside the company would drop the ball and not serve customers right, on occasion. Big companies can have just as many issues if not more, than smaller businesses.

    But to get ahead, you have to focus on all the value you add to customers, and everything you’ve done right, while another part of the organization is trying to improve the things that need improving. Learn to compartmentalize.

    – Anita

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