I have seen these three things hurt the potential of sales partners over and over:
- Fear of Failure. As you read this you may be thinking you just can’t get out in the field today; you don’t have it in you. Such feelings are usually the result of the fear of failure. Many times we extrapolate these things into the ridiculous with thoughts such as:
“What if everybody tells me ‘no’?”
“If I’m not successful, I won’t be able to pay my mortgage and will be kicked out of my home.”
“If I get kicked out…”
Thus, we make a huge deal of something as simple as getting out in the field. To remedy this problem, lower your expectation to something you can control. If your goal is to walk into twenty businesses today, you’ll have confidence knowing you can accomplish the goal regardless of the results. That will give you good results over a long period; you must have realistic expectations.
- Small successes are the enemy of big success. Many of you who have just come out of survival mode due to a career change or other adversity may over-react when you make one sale and get $200 to $400 commission. Rather than submitting to the urge for a big celebration and time off, you actually need to raise your expectations for yourself. You need to keep doing the things every day that you’re supposed to do, regardless of results. Whether you make no sales or three sales for the day should be irrelevant in terms of your daily activity. The key to balancing your expectations is to have larger goals which you break down into smaller action steps. Have simple expectations within your control for short term, day-to-day goals but much higher expectations for weekly, monthly, and yearly goals.
- Being overly analytical. This is a big enemy with which I struggle most personally. I can easily spend so much time analyzing that I don’t take any action! Perhaps you spend much time daily prioritizing your prospect list, deciding which ones are best. In this case, you should realize either the prospect is important enough for follow-up or not. Then get out there and see prospects. Take action; don’t just sit analyzing what you need to do. Some analyzing is useful and necessary. However, if analyzing keeps you from taking action, it is an enemy of your success.
Have a great day!
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