Proper Sales Expectations

Watch this week's Short Attention Span Sales Tip here.

Good morning!

Imagine if Columbus had set out for the New World with a crew that had not given much thought to the journey’s length. He’d be at the helm and all he’d hear all day long is, “Are we there yet?”

It’s important to have proper expectations.

I was on the phone with a new salesperson recently. He had just taken a job as a financial consultant for Northwestern Mutual and over the course of the conversation we covered a lot of ground.

The most important thing I heard from him is how he understands his near future. That is, he expects to spend a full year working the phones and emails, grinding out opportunities.

Ding! Ding! Ding! Congratulations, that is the correct mindset.

When I first started it out in sales, I was fortunate to have this same understanding. I was warned, there is no instant success. Work your ass off for 18 months and you'll set yourself up for five years.

As a new salesperson, you need to set your sights on the horizon and look for land. If you go into it thinking you will find quick success, you will probably quit well before the tide turns. It's extremely common and one of the big reasons why new salespeople fail.

Sales success is as much a mental issue as it is anything else. Customers can hear every emotion you're having, so if you're frustrated because you've been, “At this for a month and have nothing to show for it,” they will hear that frustration in your voice, and it will inform their willingness to meet with you.

Buckle in, campers. Be prepared to sell hard for a long time and don’t measure success in dollars, at least for the short term.

Need sales? Invest in a one month membership of The Sales Vault and see what others are raving about. Go to SalesVault.pro or call Bill Farquharson at 781-934-7036.

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