What Can I Do To Succeed?

Why do veteran salespeople have a reputation for being jaded and curmudgeons? Because after years of dealing with people who don't keep appointments, return phones and generally are flakes, it takes a toll on them. As mentioned previously, my old manager used to say, "If it weren't for people it would be the easiest job in the world."

Those old grizzled salespeople were not always like that. Many started off as hopeful, confident and ready to make a buck. I know my first sales job offered a training course that was comprised of an even split between product knowledge and motivating us. The motivational part was important because all the product knowledge in the world won't help unless you can find the reason to get out of bed in the morning.

Coming out of that sales school I was eager to see people and set the world on fire. Then reality set in. Getting rejected over and over was brutal, especially to a 23 year old kid who was told how easy it would be to sell. But the rejection was just part of the story.

I've told the story previously about my friend who was a personal trainer and was trying to build up a clientele. People, whom I assume were well meaning, would find out he was a trainer and get very enthused, asking for his business card. "I'm going to call you soon," they would exclaim, never to be heard from again. When he told me about this he was pretty upset, as if he was doing something wrong. 

"Don't worry," I said. "People do that to me all the time."

My friend eventually got some good clients who referred him to their friends. He's successful now, with his own gym, but it took a while for him to get to that point. Through it all he had to keep himself fit, both mentally and physically.

There are things you, as a salesperson, business owner or otherwise self-employed person, can do to avoid some of the pitfalls related to starting out. Hopefully your chances of success will increase a bit.

• When someone asks you for your card and says they'll "call you soon", ask for their number and say something like "If I don't hear from you in a week or so, I can call you." If they hedge, which most will, you'll know they weren't serious in the first place.
• Stay motivated as much as you can. There are plenty of great talks on YouTube, which avoids having to go to a conference (unless you're into that kind of stuff.) Remember that motivational talks are great but even a good speech lasts about 72 hours for me.
• Find podcasts to listen to that are relevant to your industry. There are tons of good podcasts out there that you can benefit from. For instance, I listen to some on selling life insurance, with about 75% of the information pertinent to me. If you spend a lot of time in the car between appointments, these can make those downtimes more mentally productive.
• If you work with others who aren't succeeding, avoid them at all costs. These people are toxic and love to prove the theory of "misery loves company". I've worked with these kinds of people who want to meet for lunch or coffee throughout the day, instead of meeting with prospects. Remember, you aren't going to sell anything to a coworker.
• From 10am to 4pm you should either be seeing people or fighting to see them. You can change these hours to whatever fits your industry, but remember find a stopping point to put the day behind you. Taking your work home will just make you miserable. 

As for the grizzled veteran you work with, take him or her to lunch in exchange for some tips and tricks they use. Don't talk, but listen and take notes. If they are still selling they are doing something right and can be a great resource for you. 

Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. He's also the author of "You're Going To Be Great At This!", a humorous look at sales. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.