Motivating Yourself to Succeed Every Day

by Dave Kahle

Now that I’ve punctured your misconceptions about what sales is, and given you some ideas about what sales is not, it’s time to hone in on the good stuff.  Here are a number of different definitions to help you come to grips with what selling really entails.

1. Selling is the science of helping people get what they want.

If your prospective customer doesn’t want or need what you are offering – if it doesn’t fill some need in the customer – then you have no business engaging in the selling process with him.  Now don’t get too hung up on the definition of “need.” 

If we define that too narrowly, it would eliminate everything except food and shelter.  Our needs and wants are ever-expanding, and include things that make us feel good or fill some emotional need as well those that meet our basic needs.  We may not really need a caramel cream latte, but thousands are purchased every day.  It makes us feel good.

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“I really struggle with the highs and lows of field sales.  Most days I feel like the weight of the world is on my shoulders.  Any suggestions?”

This is one of those rarely voiced issues that every sales person confronts sooner or later.  The job of the sales person produces an emotional roller coaster, and unless you figure out how to manage those emotions and keep yourself motivated, you’ll have a difficult time succeeding.

This is particularly true right now.  As I write this, in the Fall of 2014,  the economy continues to lag, and shows little sign of improving.  Unemployment is higher than it has been for years.  Many companies are cutting back, there are fewer jobs available, and pressures to perform are greater than ever... READ THE FULL ARTICLE HERE.