Sales Motivation and the Disastrous Sales Call – by Mark Hunter “The Sales Hunter”

Yes, even people who have a high level of sales motivation can at one time or another experience a disastrous sales call.   The key is when you experience this type of a situation to not let it throw the rest of your day into the toilet.

Now don’t go saying this has never happened to you.  Even the most motivated of sales professionals have experienced a call that went completely awry.

It certainly has happened to me. The real problem is not the disastrous sales call, but rather how it winds up destroying the rest of your day (or even your week).

The next time you have a sales call that turns out to be a disaster, what should you do?  Here are some tips:

1. Immediately upon ending the call or appointment, pick up the phone and call your favorite customer or account.   Let your favorite customer boost your enthusiasm. Engage your favorite customer in a conversation and you will be pleasantly surprised at how quickly you gain perspective and get back on track within a few minutes.

2. Do not immediately call your spouse or significant other or even your mother. That’s the worst thing you can do! The reason is very simple: If you call a loved one, the only thing they’ll do is sympathize with you and console you in your time of misery.   Having them console you will only ensure the rest of your day is wasted from a sales point of view. You’ll spend too much time licking your wounds and resting in your melancholy instead of focusing on selling.  And you are paid to sell, right?

If your sales motivation has taken a hit because of a disastrous call, you need to protect your sales motivation as if your livelihood depended on it (which, ironically, it does!)

Before you are in a desperately low situation, make a list of five techniques that you know have proven effective in lifting you up.  Having a hard time coming up with a list?  Use the two tips listed above to start it and come up with three more tips.

Keep this list handy.  Don’t hesitate to use it.  Make the commitment to not let one bad call derail your focus on the ample calls that have gone well… even brilliantly well!

Mark Hunter, “The Sales Hunter,”, © 2012


Mark Hunter, “The Sales Hunter,” is author of High-Profit Selling: Win the Sale Without Compromising on Price. He is a sales expert who speaks to thousands each year on how to increase their sales profitability.  To receive a free weekly sales tip and read his Sales Motivation Blog, visit You can also follow him on Twitter, on Facebook and on Linkedin


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