by Joe Bonura, CSP
It is easy to succeed when life is going well because you tend
to think that you are the cause for all your good luck. When the
economy goes South, or times get tough, your attitude goes with
it because you have not conditioned yourself to handle adversity.
Muscle is built in weightlifting by tearing down existing muscle.
It is painful to make that last repetition with the barbell, and
yet, that is when the true benefits are being achieved. If you work
until it feels a bit difficult, and then give up, you will not build
muscle for when you need it. Similarly, if you stop making calls
when you get a few nos, you will not build sales muscle. Rejection
is the weight resistance that builds strength and endurance.
STRUGGLE MAKES YOU STRONGER
You must develop durability that gives you the power to withstand
the pressure and the wear and tear that comes from selling. Durability
is gained by effort that makes you stronger, so rejection is a blessing
in disguise. The more that you experience rejection, the more you
will master correcting your course. I recall that the rocket to
the moon was off course 95% of the time, and it reached its destination
because it made frequent small course changes. When your sales fall
behind, take the time to analyze your sales process and make the
necessary corrections to keep your goals on course. You learn more
from your failures than you do from your successes.
FROM EAGLET TO EAGLE
A man was walking in the forest, and he saw an eagles nest
in a tree. He climbed the tree and witnessed an eaglet struggling
to break out of its egg. Feeling sorry for the eaglet, the man broke
the shell so that the eaglet could be freed from his struggle. The
eaglet died because part of the eagles cycle of life is the
struggle to get out of the egg. It is that struggle that gives the
eaglet the strength it requires to become an eagle. And, so it is
that same struggle that gives the sales person the strength he/she
needs to become a sales superstar. If you have not had struggle
in your life, you are not growing.
Know what to do, and do what you know. Most of us know what must
be done every day to succeed in selling. The problem is not in the
knowing -- it is in the doing. You acknowledge that if you wish
to play the piano well, it will take hours, days, months, and years
of practice. The question is: are you willing to make the effort?
You recognize that if you want to be a great sales person, there
are time-tested, proven strategies that you must employ. Are you
willing to make the effort every hour, every day, every month, and
every year in order to achieve your true potential? What are you
waiting for, and who are you waiting for? If it is going to be,
it is up to You.
PICK UP THE PICKAX
You will discover a gold mine of opportunity inside of you if you
pick up the pickax and begin digging. The digging is the hard part;
it takes effort to swing the ax again and again. Initially, you
see only dirt, but if you continue to dig, you will find golden
nuggets of opportunity.
I QUIT EVERY DAY
I recall when I played high school football, I felt so beaten and
battered after football practice that I told myself that I was not
returning to practice the following day. When I reached the locker
room and took a shower, I felt so good that I changed my mind and
returned to practice the next day to begin the cycle all over again.
The effort was worth it when game time came, and I played in a real
game. Similarly, all of the rejection that you encounter in selling
is forgotten when you make a sale.
ONE MORE CALL
Continue to persevere and you will enjoy the benefits of your efforts.
For some reason, it is usually the last call that I make that yields
the rewards. You may be exhausted and ready to quit for the day,
but make one more call. On the way home, make one more sales visit
or send out one more proposal. You frequently see positive endurance
results in sports. The player puts forth the second effort and goes
home with the trophy.
NEVER GIVE UP
Stick to it every day until you develop real sticktoitiveness.
Never give up, and successful results will prevail.
© 2009 Joe Bonura & Associates, Inc.