Staying Motivated In Sales
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How do you stay motivated, excited, inspired, focused, creative, driven? What makes you jump out of bed every morning without even using an alarm? What keeps you up late at night because you’re so excited about tomorrow?
This energy and excitement is the difference between being average and being exceptional.
Here are some of the things you can do to help you to stay motivated in your sales, even when you don’t feel like selling.
Focus on doing better than what is necessary.
Are you happy with just reaching your quota? Or are you working to reach your bonus, or even your own larger personal goal? Make your own lane.
Don’t compare yourself to others.
When you set your own goals, it will keep you motivated and driven. Even if you don’t hit your inspired goal, you will still be well above average.
Do it for yourself.
Do more than you committed to, which sometimes means doing things that other people refuse to do. And think you’re crazy for doing. Give people more than they expect of you.
The more you show up for yourself, by completing the tasks you’ve commit to, the more motivated you will be to commit to a higher level of activities that will get you closer to your goal.
Be dependable, consistently.
Do the things that no one else will do.
Be consistent in your actions so that you stand out.
Do things that make you stand out, like texting a prospect after you set an appointment with them to confirm the appointment, with permission of course. It’s like putting your business card in their phone – and it makes you memorable.
98% of the time, the people that text me are people I have allowed into my world. Unlike email, where so much stuff comes in every day I can’t keep track of it. If you really want to get to me, text me, right? Are you like that too?
Do the things that challenge you.
I know that most people, including myself, want to start with the easiest things. But, make the hardest call first. Save the ones you know that will set appointments with you for last. That way you end your calling session on a high point.
Most people do only the easy things. They set their targets low, and then wonder why they can’t accomplish it. Set your targets higher and you will accomplish more.
I’m sure that you have heard this quote:
Yes, that is the actual quote. Check it out for yourself. And sometimes Les Brown gets the credit!
Even if you’re having your toughest month ever, keep pushing to see how high you can go. Having a goal will help you to stay motivated in your sales.
I am a fairly competitive person, I think most of sales people are, even though I don’t like to admit it about myself. It’s important to me to see that I’m making some gain on my goals. So I have a plan, and when I accomplish something, I like to check it off.
For example, if you need to set three appointments a day, and and you complete or exceed that, physically check it off your list. It will make you feel good to know that you are completing what you need to do to be successful and reach your goals.
It also gives you a warning if you are not consistently reaching that target of setting three appointments a day.
You need to find out why you are not hitting your goals. What can you do differently? Are you not spending enough time prospecting? Or maybe not asking the right questions?
Catch yourself before things get too crazy and you find yourself in the downward spiral.
Having a plan of action and sticking to it will help you stay motivated in your sales.
Push yourself, go watch Instagram Reels for 5 minutes. Laugh and refresh yourself, and then do it … whatever it takes. Keep your eye on the prize and move forward. Even when you don’t feel like it. Because if you only do the things you want or when you feel like it, you’ll probably never do them.
Invest in your education and your own development.
Do you read books or listen to audiobooks? Whether it’s a book about sales or class about something new?
When things get overwhelming, and sales are just not going the way I want them to, I have to step back and do or listen to something that makes me feel good — that gives me hope and motivation. You eventually have to fill yourself back up in order to give. But we’ve all been trained to just give and give, but it’s okay to be a little selfish here.
What motivates me one day may bore me to tears the next.
That’s okay because everybody has different parts that need to be fulfilled and satisfied at different times. One day you may need laughter, another day it might be spiritual reminders. Another day it could be business learning.
Even with my busy schedule, I dedicate 2 hours a day 3 times a week to learning time. I try to take just one thing out of that time, and I use it to make what I’m doing better. Either in my podcast, and my Instagram, or with my clients.
Sometimes I feel like all I do is live by a schedule, but I know that successful people do have a goal, a plan and priorities.
If I am not motivated one day, I still have a plan of three things that I want to complete that day. Because it’s a small amount, I can usually get them done. Remember to not compare yourself to others. Maybe your list will have four things, or two, or even one — whatever helps you to move forward every day without feeling overwhelmed.
Am my perfect? Hell know. There are times that I just scrap it all and go have some fun. But my rule is to reschedule those things I didn’t do unless they involve other people, then you just have to do them.
Which leads me to,
If you wouldn’t reschedule for other people because you wouldn’t break the appointment, then why would you reschedule on yourself?
That’s a great question, and I can’t answer it. But as long as you do this as an exception and not a rule, you’ll be okay. As long as you don’t end up overwhelmed and you stay motivated and happy, then what difference does it matter?
The point here is to invest in yourself. You need to put back in at least as much as you give, and hopefully more, consistently, every week.
Don’t wait until your tank is empty and you feel frustrated and tired and unmotivated. Make sure that what you’re putting in is good solid learning and motivation, because what you put in is what you’re going to get back out.
Create your best self.
Sometimes circumstances unmotivate us. Learn to look at those circumstances as opportunities to grow, and make the best of them.
For example, let’s talk about the “F” word … FAILURE. Take the fear out of failure and know that there are times that you will fail, but understand that you shouldn’t be afraid of failure. Because failure only truly happens when you quit. So don’t quit. Take the fear of trying out of it. Maybe it’s a certain idea or a technique that’s not working for you… Just try a different one.
Your goal is still the same. You might just need a different approach to getting there, which is why learning is so important. Get excited when you have a new technique to try. If you have a failed or lost sale, don’t be afraid of that either. It’s actually an investment in your future and in building your business. It just hasn’t paid off yet. Looking at those unmotivating circumstances in a different way will help you to stay motivated in you sales.
It’s the law of averages.
You have to put in a certain amount of phone calls to get appointments. Unfortunately you’re probably not going to get an appointment with everybody that you talk to (sorry). I find I need to make 50 calls to get three appointments. Maybe it’s a little bit less for you, but you will soon find what your average is.
You have to get through the no’s to get to the yes’s. If you have 10 people that you meet, four of them are going to say no, or at least not now. You have to get through the no’s and not be afraid of them, because someday those unsold people will be sold people, if you just keep trying.
Keep in touch with them. Let them know that you’re thinking about them and let them know you care.
Another thing I like to share with people is:
Don’t listen to other people. I tell people I live in a bubble. I’ve learned what I want and what I will accept because I know what I want my world to look like.
So in reality, everything may not be exactly the way you want it to be, but in your mind, your reality exists, and no one can take that away from you. Some days you just have to work a little harder than others. You have to be patient and tenacious, because the reality of your today is not the reality of your tomorrow. Tomorrow we’ll always be better.
I’m sure you run into people all the time that tell you, “You’re not going to sell this month because it’s July.” “It’s the summer and people are not around so it’s harder to make a sale.” Or, “The economy stinks and the people don’t have money.” Well, I don’t believe that. There are limiting beliefs that people have tried to push on me over the years that I have just chosen not to believe, because I don’t want it to be part of my world.
Sometimes, people will bring you down to make themselves look better. Ultimately, it’s up to you to ignore them, create your own reality, and keep yourself motivated in sales.
You attract what you think – the Law of Attraction is a real thing.
I’m looking for a specific client and a specific item they’re going to buy. It doesn’t make a difference what the economy is. It doesn’t make a difference if it’s raining outside. It doesn’t make a difference if no one’s picking up their phone and talking to you. Just keep going, because it eventually will all come together.
Even when you don’t feel like it. Challenge yourself, push yourself, go watch Instagram Reels for 5 minutes. Laugh and refresh yourself, and then do it. Whatever It Takes. Keep your eye on the prize and move forward. Even when you don’t feel like it. Because if you only do the things you want when you feel like it, you’ll probably never do it.
According to Albert Einstein, the definition of insanity is doing the same thing over and over again, but expecting different results. But actually, Albert Einstein never said that, so there’s a reality for you. But it’s still a great quote.
Through my sales career, I have felt this way so many times. I’m just doing the same thing over and over, and not getting the results I expect. I feel like I’m banging my head against the wall making call after call after call and doing sales presentation after sales presentation and not getting anywhere. But because I consistently push myself through a difficult time, I continue to prospect. I do all the right things and eventually, after time I do get the right results. It’s the law of averages.
That’s what I mean by tenacious.
I’m going to keep trying because I know that every year consistently on average I make the same or more, despite the bad month I might be having at the time. And it’s that bad month that really makes you struggle with your motivation and your self-esteem, because it can get pretty low. You just have to find a way to push through.
I have the advantage of years of experience to know that I can make it through, if I keep going.
Over the course of my sales career, there have been some very low times where I found it sooo difficult to stay motivated in my sales career. I have debated quitting more times that I can count.
There was even one time where I wasn’t making enough money to pay for my train ticket into New York City, and I had just about had it. I was taking out money out of my pocket and not earning anything.
Then one day my hard work did pay off. I finally got a new account I had been working on for a long time, and my world turned around. All it took was that one new account.
So stay positive, invest in yourself, invest in your learning, and you’ll make it through. Don’t quit … at least not for more than one night.
Do those things that will keep you motivated in sales – keep growing, keep learning, keep prospecting and networking, keep selling … because that next call might be your best ever.
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