Achieving Sales Success Through Motivation: Tapping Into Your Own Internal Drive
Rejection is a normal part of the sales process, yet still can feel disheartening no matter how long you’ve been in sales or how experienced you are. You need to be able to tap into your own internal drive to keep moving forward, making calls, and meeting your sales quotas if you want to succeed in the long run. Let’s discuss the top 12 effective methods for maintaining drive and tenacity in the face of criticism, setbacks, rough days (all a part of life).
Recognize the Importance of Your Attitude
The way you think can have a significant impact on your sales results. Think of rejection as a chance to grow instead of something to be avoided at all costs. Adopt a growth mindset, where failures and difficulties are seen as opportunities for learning and development. Keep a positive attitude and view each call as an opportunity to hone your sales pitch and interpersonal skills. Remember, its not personal its business (unless you are bad at sales).
Establish Specific Objectives
Having clear objectives can spark your natural drive. You should divide your overall sales goals into more manageable sub-goals. Recognize and honor your success, no matter how seemingly insignificant. These smaller victories will help you stay motivated and focused on the larger goal.
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Discover Your Why
Finding your own “why” can be a tremendous source of motivation. Think back on your motivations for entering the sales industry. Is it so you can support your loved ones, strike out on your own, or make a positive impact on the world? Call after call can be infused with renewed vigor and resolve when you connect with your deeper purpose. One tool I always have salespeople do is to create a Vision Board.
Imagine Yourself Succeeding
Visualization is a tool used by world-class performers in a wide range of fields, including sports. Take some time every day to imagine yourself meeting your sales goals and closing deals with satisfied clients. The simple act of visualizing success can give you a huge dose of self-assurance and drive. One trick is to think of a time when a sales call or meeting went really well and you closed the deal. Then remember that moment, feel the energy and your confidence, prior to making your calls.
Self-Compassion
Be kind to yourself. Realize that being rejected has nothing to do with how valuable you are. Be as supportive and encouraging to yourself as you would be to a coworker in a similar situation. Rejection can be emotionally devastating, but practicing self-compassion can help you recover more quickly. Don’t believe everything your mind tries to tell you. It is trying to keep you ‘safe’ – away from danger (like rejection), but it doesn’t realize that the danger is perceived, not actual.
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Are You Losing Sales?
You might be and you don’t even know it! Selling in a post-COVID world requires new approaches. That is why the Selling With Authentic Persuasion training is essential for those who want to thrive in the modern economy.
Make Learning a Priority
Personal development is an excellent environment for nurturing intrinsic motivation. Attend seminars, take online courses, or read relevant books to hone your sales techniques. The more you know, the more confident you’ll feel, and the more likely you’ll be to pick up the phone and try again, even if you’ve been rejected before.
Focus on Actions Not Results
While it’s crucial to achieve your sales goals, you shouldn’t lose sight of your accomplishments along the way. If you’ve made more calls this week, refined your pitch, or become more adept at overcoming objections, you should reward yourself. Success breeds more success, so it’s important to celebrate your victories along the way. Remember, you cannot control results. All you can control is the action, activity and effort you put into something, then trust the results will come.
Establish a Helpful Social Structure
Put yourself in a position to succeed by surrounding yourself with people who know what it’s like to work in sales. The strength to keep going through adversity can be found in the community formed through sharing stories, seeking, and offering advice, and celebrating successes. Stay away from the negative salespeople on the team or that you know – especially online in the ‘sales’ social media groups. Get a mentor (official or unofficial) and/or a coach. Focus on positive, supportive influences in your life.
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Are You Losing Sales?
You might be and you don’t even know it! Selling in a post-COVID world requires new approaches. That is why the Selling With Authentic Persuasion training is essential for those who want to thrive in the modern economy.
Create a Routine That Will Help You Bounce Back
The foundation of achievement is dependability. Develop a schedule that allows for prospecting, following up, learning, and self-care. Maintaining focus and motivation on days when rejection is particularly difficult can be accomplished by sticking to a regular routine. Track your activities so you know that even if the results aren’t there, you are planting seeds each and every day that will produce fruit. Another tip – break up your day into power hours so you know that you are sprinting at times and working on other items when needed.
See Criticism as Feedback
Flip your outlook on rejection from destructive to productive. Take each rejection as constructive criticism that will help you grow. You can improve your approach by soliciting feedback from potential customers about why they decided against working with you. Have your manager or someone on your team listen to your calls/meetings and give suggestions on things to try differently next time. The main part you can do is to have a growth mindset of openness.
Create a Healthy Setting for Development
The environment of your desk can have a significant impact on your attitude and drive. Build a setting that encourages success and optimism. Put up inspirational pictures (again – Vision Board), read about inspiring people, and keep reminders of your accomplishments all around you. Having a pleasant place to work can increase your motivation and self-assurance. Have everything you need on hand to help during your calls. Stand if that helps or sit in a different spot to shift your energy into ‘go mode’.
Be Thankful
The attitude you carry can be altered by practicing gratitude. Record three things for which you are thankful every night before bed. The process of looking for the positives rather than the negatives can help boost one’s confidence and drive.
Conclusion
While failure to close a sale is unavoidable, it need not derail your career or feelings about your ability to succeed. Since it is going to happen no matter what, rejection can be used as a steppingstone to success if you utilize intrinsic motivation tools to keep yourself going instead of relying on outside factors. Maintain your drive and resiliency through a growth mindset, well-defined goals, and a never-give-up attitude. Using the methods described here, you can keep dialing despite obstacles and set yourself up for long-term sales success.
Listen to an audio version of this article below.
Voiced by the Author, Jason Cutter.
Jason Cutter, CEO of Cutter Consulting Group, is a mindset and scalability expert focused on developing Authentic Persuaders®. Even though his bachelor’s degree is in Marine Biology, he knows what it takes to be successful in sales and build profitable teams. His books, podcasts, training workshops and speaking are focused on helping sales professionals close more deals, make more money, and produce scalable results.
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