If you truly want to succeed in sales, it is vital for you to deeply connect to the why behind your goals. Recommend that you set time aside, go to a warm, quiet place with a blank piece of paper. Assuming you have goals, take the most important goal and write it at the top of the page.
Then write "why?" or "What is important to me about . . ."
Start writing and do not stop until you are in tears. Yes, you read that right -- in tears. That means that you are having an emotional response to what is important to you. This is one of the most powerful exercises you can do for your success. As salespeople we can have situations throughout the day that can be considered "discouraging." If you are deeply rooted in your "why" you will bounce back much quicker. Nothing will stop you.
Recently, I facilitated a workshop for a group of veteran salespeople. One of them told me that he had never recognized what was so important to him. We'll monitor his sales success this year. I'm betting that he'll sell more and also have more career satisfaction.
The "how" will come once you get your "why." So many salespeople are completely stuck, because they are trying to figure out "how." The "how" is easy once you deeply connect to your why.
Above photo courtesy of www.oledoe.com