If there’s one thing that legacy (read: older, more experienced, more weatherbeaten) sales reps love talking about, it’s the good old days. Things were easier. Customers were more loyal. Things were less adversarial. Blah, blah, blah.
But when the subject changes and the question becomes, “What do you know now that you wish you knew then?” a wistful look twinkles in their eyes, then a chuckle, and then followed by something like, “I wish I didn’t worry as much about my sales success. I wish I had more faith in myself.”
Yup, that’s a tough one. Much of sales is based on simple faith. You have to believe that if you do X, Y will result. However, you’ve got little to go by in terms of believing in the outcome. You make phone call after phone call and there never seems to be any response. You feel as though you are just shouting into the abyss.
Somehow, you must believe that if you put in a solid prospecting effort consistently enough, something good will come from it. Every morning, you must wake up, get psyched, go to work and (seemingly) bang your head against the wall until it’s time to go home. There, discouragement sets in, so you go to bed, then get up the next day and do it all over again.
But what if you were certain of the outcome? What if you believed— no— what if you knew and were 100% certain that the effort you reporting in would absolutely, positively payoff? How would this affect your day, your attitude, and your self-confidence? And your success?
Pretend for a second that a future version of yourself suddenly appeared in front of you, grabbed you by the shoulders, looked deeply into your eyes, and cosmically filled you with the belief system that you could not fail, that success will come to you. All you need to do is put in the work.
With that kind of a belief system, you couldn’t lose.
So, then, what’s stopping you? Look in that mirror, drink that Kool-Aid, take the red pill and summon the powers of The Matrix, or do whatever else you need to do to fully and completely believe that your selling efforts will pay off. There is no downside to this experiment. Worst case scenario, you don’t make it but you feel great every step of the way!
Here’s how you start: Repeat after me, “I believe in you. You can do this. Success is coming. Keep it up.”
There, that wasn’t so hard now was it?
Bill Farquharson can drive your new business sales momentum. See his training programs at AspireFor.com or call Bill at 781-934-7036. His email address is
To talk about what I can do for your sales team in the form of a live presentation, workshop, or individual training, either call or hit this link and jump on my calendar.