How Committed are You?
In recent blogs I’ve talked about the numerous salespeople who have sought my help. A few months ago I spent an hour-and-a-half with a 53-year-old businessman/salesperson from New Jersey. A decent man, who right off told me he was prepared to give it another six months, but that was about it. If things didn’t turn around, get better, he was throwing in the towel (my expression). We’ll call him Tony.
After asking a ton of questions, it was obvious to me that Tony was in total delusion. He saw himself as mentally strong (after all, this is a man who once attended an Anthony Robbins seminar), hard working, and knowledgeable. Truth be told, he was mentally shaky, only giving two to three presentations a week, and terrified of making cold contact with prospective customers. His knowledge of salesmanship was so limited I knew he needed a good business-to-business sales book, so I recommended Jill Konrath’s SNAP Selling. I also recommended Napoleon Hill’s Think and Grow Rich, so he could get a handle on being truly mentally strong and hard working.
Success is a decision, my friends. Giving it six months is not a commitment. Telling yourself you’re mentally strong because you’ve attended a few seminars and listen to tapes until the words are coming out of your ears is a lot of nonsense. If you’re living in fear, you’re living in fear; all the proclamations to the contrary are not going to change that. What I’m suggesting is WAKE UP AND FACE REALITY! Stop kidding yourself! Things are not going to get better unless you take full responsibility of all three sides of your Sales Triangle and make it happen. If you’re mentally shaky, you must become mentally strong; if you’re only giving two to three presentations a week, you must find a way to get in at least ten—I don’t care if you have to get up at 5:00 A.M. or go to sleep at 2:00 A.M. to do it; if you don’t know salesmanship from knitting, it’s time to pay the price to learn and apply every aspect of it.
It’s time to make a commitment to your success and stop living in delusion. You’re searching high and low for answers, but the answers are right in front of you: go back to the basics! Become mentally strong, work hard, know your stuff, and apply those three principles every working day of your life. I promise you, if you’ll do that, miracles will occur; your entire professional life will turn on a dime.
If I sound frustrated, well, yeah, I am! I want to help you; the Powers That Be want to help you; but as my late mother used to say, “God helps those who help themselves.” Or as Yoda said, “There is no try; there is only do!”Posted by Robert Terson | 4 comments