To say that sales is a Trump Card, would be an unfair understatement. I have been in sales for almost 10 years now, and there’s not a day that goes by where I don’t realise it.
After my first 2 years of being an IT System Engineer in Middle East, I burnt out and wanted a change. I decided to go into Pre-Sales for that same firm. But when the Crisis hit Middle East Market in 2008, things changed financially, and I had to get back into a more lucrative role.
Since then, I have transitioned into Direct selling IT Infrastructure. Here are some of the key takeaways I have learned throughout my journey as a salesperson.
Some people are motivated by money and some by winning. But me?
I’m motivated by NOT losing.
It’s a different type of mindset that most people don’t follow. Winning is great and making money is a result of how well you perform. But I absolutely hate losing more than I like winning.
I surround myself with friends, colleagues, and family that can challenge me every single day. Not only challenging me on how I am doing certain things but why I choose to do it a certain way. When you have people around you that have a similar mindset constantly challenging you, it forces you to be better than you were yesterday.
In sales, you are usually on a monthly or quarterly quota. So, you need to know if you are on track to hit your number. This is what burnt me out back in finance. I wasn’t thinking of the bigger picture, instead, I was sprinting to hit my monthly numbers. Hence, I started writing down my sales goals for the month.
Of course, there isn’t one way of selling. Typically, there is the more consultative sale or the Direct sale. Usually, you are trying to see which method works best for you, and you go with that.
The problem with that is, you will fail a lot more than you will win in the beginning. If you are new to a company and the top reps’ process is a certain way, why not try to replicate it.
Use their method as a blueprint to make it your own style? I recently joined a new company and have always been set in my own ways. But I have found that if you really want to be successful, you always have to get creative with your sales prospecting strategy.
You will always have a group of friends or family that have no idea what you sell, how you do it, and why you do it. But, there are some people in your life that will understand, because they themselves are in sales.
I like to collaborate with my fellow salespeople and learn from them. But I learn the most when I actually repeat situations that I have been through personally within an actual real-life sales cycle.
Getting these positive or negative stories, not only eases your mind, but it also helps you learn from your sales mistakes.
Sales is a roller coaster, and you will experience ups and downs. There are going to be way more bad days than good days, but the good days are great!
It’s easy to get discouraged because of all the ups and downs. You need to be strong and patient because your good day will eventually come. It will even out all the other bad days.
Psychologically, we are wired in a way where we remember our losses more than our wins. You need to force yourself to think differently and positively.
In my experience, you need to hope for the best and prepare for the worst. Gathering ideas from your sales leader or peers about how a scenario could change will be super helpful. This help to prepare you for any type of objection that may or may not come up during that “closing” call.
Mental and physical health when working in a fast-paced environment like sales is very important. Me, I like to disconnect with the world by reading, writing or playing Badminton. I have been doing it for over 10 years now. Not only am I happier in life, but I rarely ever get stressed out when it comes to work.
Everyone is taught differently. And when you expose yourself to sales career, keep this in your mind “Don’t be afraid to be great” because sales is all about rolling the punches.
This quote is near and dear to me as I began my sales journey. Over the years, I’d find myself repeating this quote before all of my wins, but more importantly after all of my losses.
At the end of the day, when you are a part of a sales organization or the team. You win together, and you will lose together. I’m not saying you should rely on anyone, but you should never be afraid to ask for help or guidance if you’ve hit a wall.
Always stand on your toes and be fresh, be confident, be optimistic, hope for the best and prepare for the worst.
“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves”
- Steve Jobs