Sales Motivation
There are hundreds of ways that you can keep that motivation high, if you take the time to use them. Sales require more than technique or product knowledge. A good sales record is 90 percent belief and 10 percent product knowledge. The belief is not only belief in you, but in the product and the customer. I believe that everyone can increase their motivation and with it, their sales.
Record your numbers!
If you want to increase your numbers, start recording your numbers. Not everyone can tell you how many calls made or how many rejections received for every sale. These figures are extremely important. If you make 10 calls, reach 6 live people, make 4 presentations and get one yes, you know that you have to call 30 people to get 3 sales. You also know one far more important fact. You know that you have to wade through three no’s to get to a yes. Now, that makes a no far more exciting. Each time you get one “no” you are one “no” closer to a yes. The situation isn’t any different before you started to track calls, the way you think about it is and that changes your motivation.
Exercise!
You need to keep healthy and reduce stress. A great way to do both is physical activity. I personally know of great salespeople that work out daily. The daily routine started for other reasons than a love of the gym or doctor’s orders. It happened because they know the secret. Physical activity creates endorphins that release and make you feel good. It releases stress to help you get through your day, and best of all it makes you feel strong and ready to conquer the world. The added plus is that it also keeps you healthy so you can accomplish more.
Discuss wins!
Make it a point to open every sales meeting with a discussion on what worked. Let everyone have a chance to tell about the best sale of the week. You can focus on other things besides sales. Those opportunities that lead to sales are just as important. When you focus on the positive, positive things happen.
Focus on inspiration!
Motivational books and tapes bring a new prospective into a salesman’s life. The television bombards you with negative images, just like the newspaper, so fold them up and click the remote to the off position. Great speakers give great ideas. A biography of successful people contains insight into their life and thinking. Tapes offer opportunities to listen throughout the day and may be just what you need to perk you back up. This all takes you back to the genuine force that comes when you focus on the positive.
Make a picture and put your image in it.
Many great sales people frequent high end hotels when they first begin. They don’t stay there but walk through and imagine themselves staying at the hotel. A picture of an expensive lake cottage, car, vacation or lifestyle helps you stay motivated when you put yourself in that photo. Keep a reminder, a copy of a picture or even two, where you see it easily. Focus on the outcome and you forget the problems along the way.
