Being Mentally Tough in Sales

Jan 09, 2023

If you are in sales… you have to be mentally tough. It’s not just a nice to have or optional… it’s a must-have.

What you experience is an emotional roller coaster. Sometimes you are loving it and other times you feel like you are going to throw up and just want to get off.

Being able to manage the highs and the lows is extremely important. Not only managing them but being able to gauge where you are and when you need a break and when you can push through it.

Rejection is inevitable. You can’t escape it. It will come way more often than you think it should. Being able to take it and keep moving forward is vital to your success.

Sometimes people are mean. Maybe there are moments when you deserve it but most of the time you don’t. Someone yells at you on the phone or sends a nasty email. You are just trying to do your job… it’s so frustrating and sometimes disturbing.

Easy to say… don’t take it personally. You have to figure out for yourself, how to not take it personally and remind yourself of your self-worth and WHY you are doing this day in and day out.

A couple of tricks I’ve used over the years have helped me and my teams.

1. Figuring out your WHY?

DUH… I know you have heard this a million times but really. Have you taken the time to write it down and have reminders for yourself that you see every day?

I’ve had my teams create “shields” with the idea that you are going into battle when you are in sales. On this are the reminders of what you are fighting for. I can honestly say that THIS has gotten me through a lot of times I wanted to give up and had the reminder that I had a purpose.

The part that was most meaningful was in the middle...  that's me (yes my artistic abilities are incredible) with a KEY.  Meaning that "I" hold the key to everything! No excuses. No one was going to do it for me. If I wanted it, then I held the KEY to Growth, Success, Accomplishment, and Freedom.

2) Sticky notes or whiteboard.

Putting little sayings about how great I am or that I am doing a great service for others. When I’m going into cold calling, I have written… I am GREAT at Cold Calling! and People want to hear from me! Say them over and over again. Get you in the right mindset.

3. Mini “trophies” to remind me of WINS

Example... I sold the Boston Red Sox so I bought a mini Boston Red Sox flag. Every time I looked at it I thought, if I can sell the Boston Red Sox I can sell these guys. My desk got quite a collection of things but they were reminders of how good I was and that people needed me and my product.

The last thing I’ll say is knowing when to take breaks. It can’t always be Go Go Go! You aren’t weak because you need a break. You know yourself well enough to recognize you need one and come back even stronger.

Being in SALES is one of the best professions. Find your WHY and put REMINDERS all around you to keep you remembering how GREAT you are!!! 

Happy Selling!!! 

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