When I was in the seventh grade I was on the boxing team and later I boxed while in the Navy.  I don't want to sound boastful, but it's a matter of record that the worst I ever finished was second.  I finally quit boxing because of my hands—the referee kept stepping on them!  As a boxer, the coach would always instruct us in the early part of the fight to feel our opponent out, probe and discover his weakness, and then exploit that weakness.  The same basic procedure is followed in all athletic endeavors.


As a sales professional, the biggest challenge that you will face each day is consistent performance. (If you don't believe me, ask your boss or a stakeholder.) 

In sales, it is easy to get caught up in the "routines" of each day. You might even start to believe that the activity-driven items that you are focused on are actually getting you somewhere. This includes office and admin time, email, working on proposals, travel, on-line time, office conversations, and the list goes on. These are all requirements of our job, BUT they are not directly "sales impacting."


"I could never do that, I'm not good enough, I can’t do that".....and the list goes on.

We use words to express how we think and feel; so our words are indeed an expression of our thoughts. Words are very powerful. When you use words in a negative way, they can have a devastating impact on the receiver.

But what if WE are the receiver of our own negative words? You might say that is ridiculous.....and that is the issue. We do.


Many years ago, Dr. Karl Menninger of the world-famed Menninger Clinic in Topeka, Kansas, was asked the question: "What would you do if you feared that a nervous breakdown was coming on?" Without hesitation Dr. Menninger said, "I would find somebody with a bigger problem and get involved with helping him solve his problem; in the process I would forget about my own."


Everything starts with your attitude.  I consider your attitude to be the foundation to building a successful you!  If your foundation isn’t strong, chances are the rest of you will suffer.  Bad attitudes lead to negative thoughts which can break your confidence and create a false sense of fear.  Fear is paralyzing.  Fear will then influence your thoughts and, in turn, prevent you from taking action!   


If you negotiate with fear you will lose. You must also know that Doubt and Uncertainty are the appetizers of fear. Your mind feeds off of them until you become full of fear. If you allow fear to enter your thoughts, the thing that you fear will grow until it eventually owns your thoughts. Once your thoughts are owned, your actions are owned. 

Fear is paralyzing. 

Fear is probably the number one killer of dreams. Why? Because fear prevents action! 

Regarding mediocrity, it is like a vacuum. It sucks you in and holds you there. 


I'm certain you've heard that phrase used many times.  Almost without exception, it refers to an outgoing, personable, gregarious individual who is a veritable chatterbox.  In reality, that stereotype no longer fits the sales profession, if it ever did.  Actually, there is no such thing as a "typical salesperson."  Sixteen-year-olds can be exceptionally good at selling and 80+year-olds can be sharp and effective.  They come in all sizes, shapes, colors, and they can be either male or female.


Hope is rampant in sales. We need it to keep going - but we also need to avoid being fooled by false hope. The longer a deal stays in your sales pipeline, the less likely you are to ever close it, even if your prospect claims that he or she desperately needs your offering. 

Purging your pipeline regularly keeps you honest with yourself. To do so, get in touch with your long-term prospects to see what's happening. Find out if they're still serious about making a change, and if so, realistically when.

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