The Secret Ingredient to Sales Success

Starting anything new, whether it is a career move, being in sales, business development, or a new job can stir up uncertainty and self doubt. Sometimes stepping into the 'new' can feel like jumping off a cliff! We are quickly put to the test and we have a choice to stay the course - or quit! 

For anyone in sales or 'new business development,' starting a career in sales can be the ultimate test of self confidence and self doubt, especially if it involves the task of prospecting for new business or giving presentations. I remember my first year in direct sales vividly—the day I stepped into the office to sell payroll and business services, and my boss handed me a massive stack of computerized reports. Each report contained a list of businesses in my designated territory. 

The reality struck me like a bolt of lightning—my job was 100% cold calling! How would I survive this, I wondered? My previous sales experience involved contacts calling me for services; I had never picked up the phone to initiate a conversation much less try to make sale! Suddenly, my expectations and my world had shifted in an instant.

Amidst the waves of uncertainty and self-doubt, one word emerged as my shining light of hope—enthusiasm. Specifically, the last four letters of the word 'enthusiasm' formed a powerful mantra: 'I AM SOLD MYSELF.' This phrase shifted my transformation from a fearful, self-conscious, insecure salesperson into someone who carved a successful and fulfilling career in sales. One of the first things I quickly learned - that any of us can master no matter what business we are in: people buy (or do business with) people who they like and trust! 

Enthusiasm became my trusted companion, fueled by my passion to serve people, make a difference, and support others. It was my ammunition that propelled me through that challenging first year of sales and continued to guide me throughout my career, including my transition into medical sales. It got me through my toughest years in selling - even the year I almost got fired for poor performance. I hired a coach and he inspired me to see my attitude was everything; I quickly realized an attitude focused on fear, failure, and self doubt would only bring more of that....

Eventually, enthusiasm inspired me to be a Field Trainer and later a Sales Trainer. Enthusiasm was the fuel to write 2 books and make my career focused on uplifting others - especially in the areas of sales, speaking and self confidence. Enthusiasm gave me a calling to help others build their confidence in the realm of sales confidence.

My journey led me to uncover laws and truths about the power of enthusiasm and the impact of thought habits. While reading in the wisdom of 'The Greatest Salesman in the World' by Og Mandino, I stumbled upon invaluable insights. Mandino emphasized the importance of perseverance and leveraging the laws of success, sales, and leadership. 'Today I will be master of my emotions,' is one example of how enthusiasm can support you in your darkest moments and day. 

My top tips to go from self doubt to determined in sales and business development:

·       Act in Spite of Emotion: Fake it Until You Make It: In moments of doubt, summon confidence and carry on, knowing that belief in oneself can be nurtured. Make it a habit to act in spite of your emotions. Celebrate when you do this - and repeat it.

·       Morning Mindset: Take a Time Out Before You Head Out: How you start your day is how your day will play out. Be intentional. Even 5 minutes of visualizing how you want that meeting, presentation, or conversation to go can make all the difference. Begin each day with purposeful rituals such as journaling, gratitude, meditation, prayer, yoga, exercise (my favorite - because I am surrounded by 'like minded' people 😀 there!), or reading to cultivate a positive mindset that will sustain you through challenges.

·       Seek Guidance: High Performers Have Coaches: Don't hesitate to reach out to a friend, mentor, or leader when you find yourself stuck or in need of guidance. Every high performing team has a coach. Sometimes there is a perception that we are 'weak' if we ask for help; that is a myth! Some of the best decisions I have made were from guidance from a coach - some of the 'not so good decisions' I have made were when I didn't have a coach or sounding board in my life. Coaching works!

·       Embrace Mistakes as Lessons: I once heard 'we win or we learn.' Make it a habit to ask: 'What did I do well that I can repeat, what will I do different next time?' I made this a habit in my sales career and it ended the loop of self criticism - especially after a rough meeting or lost account. Rather than viewing mistakes as failures, see them as stepping stones to growth. Reflect on what went well and what you could do differently next time.

·       Be Positive-No Matter What: Like attracts like. No one wants to be around an energy vampire! Become a source of positive energy and enthusiasm, attracting others to you while distancing yourself from negativity and toxic influences.

·       Prioritize World Class Client Service-Before, During, and After the Sale: In the book 'the Challenger Sale,' it has been said that the most important criteria for a customer to buy from someone is the 'customer experience.' That means the service you and I deliver from the first meeting beyond the sale! Don't disappear - make it a habit to be indispensable! This is a great way to keep out your competitors, too. Make 'world class customer service' your mantra - I did and I still do. It makes a difference. Understand that sales is not just about the transaction; it's about building lasting relationships. Focus on providing exceptional customer service.

In the world of sales and beyond, enthusiasm is the fuel for fulfillment and transformation. It's the spark that kindles your passion, motivates you to conquer self-doubt, and propels you towards success. Remember, you have the power within you to be the best version of yourself in sales, business development - and life. Let enthusiasm guide you on this journey of growth, resilience, and triumph. I invite you to embark on this path with me—together, we can unlock the potential that lies within us and enjoy a career a life of peace, leaving stress behind.