Sales is a tough position to be in. Quite frankly, it’s a profession that isn’t for everyone. It can often involve a fair amount of interactions with rude people, and it comes with a lot of rejection. It doesn’t matter what industry you’re in – sales is hard across the board. With the hard work comes the opportunity to build a successful career and earn a sizable income though. Commission is scary for some people, but for those who are passionate about sales, it’s the biggest motivator because you’re able to give yourself a raise at any time.
How can you better yourself as a sales representative? While some of these might be easier said than done, if you can master each of these, you’re well on your way to being more effective in sales.
1. Be Resilient
Resiliency is defined as the ability “to recover quickly from difficulties; toughness.” You have to be able to bounce back quickly in sales. If every hang up, door slam, or “no” affects you personally, you’re never going to be successful in sales. You have to plow through the rejection, and too often, people think they’ll be able to easily do this when in reality – it’s not always that simple. You have to give yourself permission to not care about what other people think of you.
2. Don’t let Fear Run Your Life
A big part of sales involves taking risks and not letting fear step in and control your actions. You’re never going to be fearless all the time (no one is!), but you can’t let that stop you. If you take a risk in an attempt to land a new client, sure – it might not pay off, and you might lose that opportunity. But are you in any worse of a position if that happens than you currently are? Absolutely not. Now you know that client is a dead-end, and you can focus your attention on something that might actually pan out. If you live in fear, nothing is ever going to change, and you’re probably not going to get any new clients. Sometimes you have to risk a lot for the potential of a high reward.
3. Go for It – Ask for What You Want
Imagine this scenario: you find a great prospect, reach out to them, and start having a great conversation. You find out that they are having problems with their current vendor that you might be able to help them with. Things are going well, but they aren’t initiating the conversations, and you’re afraid to rock the boat by asking about next steps. So you just kind of remain in limbo with them, and you don’t end up moving forward.
This is honestly a pretty common scenario within the sales cycle. Sales representatives get through to the end of the sale but then don’t want to screw up all the work they’ve put in, so they don’t close the sale by asking for it. The irony of this situation is that by being afraid of messing up in the last step (and therefore not doing anything), they are sealing their fate that they aren’t going to make the sale.
By Allison Walke, Talent Acquisition & Onboarding