Sales can be a tricky field to work in. The pace is fast and the work is endless. You can't just make one sale and see success,but rather you must make a series of sales before you are successful. Even then, that string of successes can be followed by a string of failures that puts you right back where you started. Seems exhausting, doesn't it?
There is one secret though, that can turn your sales around..... One secret that is coveted by the most successful of salespeople. What is it? Building emotional strength.
Why is building emotional strength the most coveted secret by successful salespeople? Bryan Flanagan has an answer for that in his book "Encouragement For The Sales Professional: Rekindling your Passion for your Profession." Flanagan explains in his book that selling is a profession that allows " more opportunities to fail than other professions. Therefore, we have got to be emotionally stronger than any other profession".
Emotional strength? Flanagan isn't talking about being able to cry on command or yell in rage at the drop of a pin. He's talking about developing the emotional tools to keep your mind in order when everything else is falling apart. Flanagan believes success in the sales profession "depends on the thickness of your skin" and he's right.
You cannot succeed in the sales until you learn to separate your emotional inner dialogue from the reality of what you are doing: selling. Here is the thing. Think about the last time you went to the store and had to decide what to buy. You probably couldn't purchase everything in the store and you probably had to make a few simple decisions on wether you were going to buy one brand or another, something as simple as choosing between a Coca cola and Pepsi. While you may have been able to afford to purchase both soft drinks, you only needed one beverage. So, you made a decision, and then you went on with your day.
Much like how you decide between brands in the store, people decide between items when they are buying from you. If you take each sale personally, you won't ever grow. You must always remember that a sale is a decision and that the buyer is going to move on with their life and not sit debating wether or not that Pepsi would have been more tasteful than the Coca-cola they decided to buy. Therefore, you shouldn't either.
Don't hold yourself back by allowing the decisions of others to invade your emotions. Do your job, work hard, and attempt to make a sale. If it doesn't happen, move on. Learn from the experience, but move forward. Trust me, there will be more sales where you can get your validation in the future.
Culled from Ziglar Vault.
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