Day 1 – Our first meeting
If you’re reading this it’s likely Sales is already a part of your life. Or, you may have considered changing careers recently and for whatever reason Sales struck your fancy. You may even be a current SDR (Sales Development Representative). For some reason or another you are now reading this and as a result I feel obliged to make it worth your while.
When it comes to sales, before you do anything, before you start reaching out to prospects (possible customers), before you even think about selling or decide to pick up the phone do the following first. I promise it will be worth it.
Get crystal clear on what your WHY is. What is the reason you’re going to wake up in the morning and give half of your day to this job as opposed to another? WHY are you reading this book? What has led you to this moment and most importantly what do you want to do next? Before we start down the road of Sales, I want you to take some time and really think about this. If you are sitting at your desk take 5 minutes, tune out the world and write down all your reasons as to WHY on a piece of paper. These are going to be the reasons that you persist through the hard times, the times that seek to break you.
Are you starting a family? Are you finally going after your dreams? Are you one paycheck away from being on the street? What is driving you? What is going to keep you from giving up the moment things don’t go as planned? In sales, failure is inevitable. However, failure can’t get the best of you if your reason to persist is stronger than your reason to call it quits.
Spoiler, your WHY must be greater than your circumstances!
So, if you haven’t already determined what your WHY is and what is driving you please take time to reflect. Write your WHY on a blank piece of paper or whatever works best for you! Reassessing your WHY as often as needed to ensure it is still relevant. In case you were wondering, I feel this exercise is so vitally important for sales professionals because it gets people to think long term and not just about short-term success metrics. The greater you can make your WHY the better chance you have at succeeding in this profession and in life.