Selling can be hard. Some of the most successful performers in our profession fail more than 80% of the time. Selling during the summer can be downright vicious. As we discussed yesterday, that’ll wear on anyone. So, I thought I’d share an idea with you that helps me during the tough times of selling…
About six or seven years ago, I had lunch with a young salesperson who I knew through some non-business channels. He asked me to lunch because he wanted to pick my brain about his new career of sales. He happened to be cutting his teeth working for a major HVAC company. Consequentially, he was doing a lot of cold calls in the commercial space and getting beat up with rejection after rejection; but he had the most positive attitude about it. Paraphrasing, he said “The favorite part of my day is returning to the office and organizing all the business cards I collected that day. I always feel like I had a bad day because of all the rejection, but when I organize the cards, I realize all the forward momentum I’m making.”
Even though he wanted advice from me, I learned a killer idea from him that I still use… especially during the summer.
Idea for this Tuesday: Write down every positive thing that happened throughout the day – everything. If a prospect replies to an email, write it down. If a customer gives your product a compliment, write it down. If you didn’t get kicked out of any office buildings that day, write it down. Before leaving your office, read the list. I like to batch my list by the week, and on Friday I look at all the positive things that happened since Monday – an awesome way to start the weekend!
One last note, try this on a phone app if it’s easier, but I like using a regular piece of printer paper. Although my whole life seems to be an app, I like doing this exercise the old fashion way and watching the paper fill with words throughout the week. However, that might be more difficult if you’re in the field every day.
If you think I can help with your sales strategy and offer ideas to get your team over the hump, please click here to schedule a consultation call.
