Sales is like that…

Yesterday, there were no buyers; no “I’ll be back’ers”; no “Let me think about it’ers”; not even a single looker.  Blank; zero; nothing; nada.  Sales (or lack thereof) is like that.  Some days you win, some you lose, some just get rained out.  It may be easy to get a job in sales but in reality not everyone can successfully sell for a living: 

… there are no underemployed true sales hunters… There are lots of people in sales who can fulfill demand but far fewer who can create it. 

Mike Weinberg 

I believe salespeople are in the business of getting to, “Yes” while our prospects mostly say, “No” (or, I’ll think about it”).  As many sales trainers/coaches/pontificators have said, it’s what the sales rep does after we hear the first “No” that matters.  Easier to pontificate about than live through.  Even when we’re selling something the prospective buyer can really benefit from, “No” seems to be their initial, natural reaction: 

Being in sales and succeeding in sales is an interesting contrast.  It's not like there is anything meaningful at stake, right?  Just our pride, self-confidence, income, job, you know – little things like that.  And when things are going poorly, too many salespeople closet themselves inside their own thoughts.  It’s human nature to shy away from others when we’re not feeling very good about our sales performance (and ourselves).  Yet, that’s the very time just the opposite is called for. 

I remember to this day my first full year in sales as an ADP District Manager.  I was promoted (perhaps prematurely) from a sales specialist role into a full territory and quota carrier role.  It was a rocky start.  As luck would have it (and luck always had an impact in my career), a colleague noticed I was struggling.  Tom Hurlston, an ADP “CPA DM” at the time, took time away from his quota pursuit to sit down with me one day for a few minutes.  His coaching?  “Gary, you’re doing all the right things.  Just keep it up and sales will come.”  Well, I didn’t have a better idea so I did.  Turns out, Tom was right. 

Sales is like that.  Rather than withdrawing during tough times, it’s better to seek out a friend, colleague, mentor, or manager for reassurance.  They can see the “little things” we’re doing right even when we can’t see past being under quota: 

Good teachers or coaches inspire and sustain hope by communicating their belief in you and pointing out the small improvements you’re making, which often you don't notice yourself. 

Richard C. Huseman 

Perhaps the best advice I received in my sales career came from a friend and colleague, Gary Givan.  Gary G. was a better salesman than Gary P.  So when he offered this advice I listened: 

Just focus on having a good day today and each day, one day at a time.  The year (and annual quota) will take care of itself. 

So even though today wasn’t a “good day” in the book selling business, I know there are many more days to the year.  The next day I’m out peddling my book I will focus on having the best day possible.  In doing so I think 2025 will turn out to be a very good year. 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.