BASICS OF SALES

If you are a salesperson and you are selling, all is right with the world. You are sure you chose the right profession and you are happy you are succeeding at it. Selling is the greatest vocation in the world and when you are successful at it there is nothing to compare with it. It is a high like no other. If I sound prejudiced then color me guilty.

What other business or profession will furnish you with a product at no charge, give you all the backup you need and all you have to do is satisfy the needs customers have for it and you make money. It is like being in business for yourself. There are however times when it seems like nothing is going right. You go through a dry spell with no sales and no prospect of a sale on the horizon. You are in a slump. Every salesperson has experienced this from time to time. Psychologically you are in a funk. The trick is to avoid these slumps and the peaks and valleys that accompany them. The best way to avoid this is by being disciplined. I disciplined myself to avoid this scenario by doing those things before hand that would avoid these slumps. I disciplined myself to make cold calls.

No matter how many deals I had working. I made sure I set time aside to cultivate new prospects. I disciplined myself to make cold calls. No excuses, no procrastinating. I did it. No matter how I felt. No matter what the circumstances. I disciplined myself to get out and prospect. Even though I had deals that were pending or close to being closed I still set aside time to canvas. To make sure I had a continuous flow of potential business lined up. This eliminated the pressure I would have to meet after I closed deals and then wondered where I would go to get the next deal.

Sometimes the answer to a problem lies right in front of us but we refuse to accept it because the road is too difficult. Today you were a hero. A closer. A money maker. When tomorrow comes the slate is wiped clean and you have to start all over again.
If you discipline yourself to set time aside to cold call regularly no matter your success at the time, you will always start tomorrow on the right side of the sales equation. You will be surprised how the absence of pressure will lead to a more confident felling and success.

Thank you
Joe D'Ambra
www.basicsofsales.com
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