A salesperson can have great products, great services, and great prices, but if the salesperson lacks GRIT, their overall production levels and success will be severely lacking. We all know there are more “no’s” than “yes’s” in this business we call sales. The key is to maintain positive momentum, regardless of the environment, competition, and rejection. That’s one of the reasons I underscore the importance of doing what you love and pursuing your passion. When you are operating in that space, it’s much easier to maintain the GRIT needed for success. To that end, here are some tips to bring that GRIT to the party.
Self-Discipline. Do what you say you are going to do, when you say you are going to do it, whether you want to or not. When I think of my business career, it seems there were more times when I was working earlier than most, later than most, and commuting a mind-boggling amount of travel. My commitment to drive home the results trumped my desire to play around with my peers in other fun things. When I think of my involvement in competitive endurance sports, my commitment to perform in races compelled me to be in hotel gyms at odd hours to log those bike/run miles prescribed by my coaches, even though catching a few more hours of sleep or watching a little TV or something sure seemed like what everyone else was doing.
How bad do you want it? That’s really the question. Here’s a tip to help: Figure out what your hourly rate is (track the hours you work in a month and divide the money you made that month by the hours), and you will then learn to better utilize the hours of the day you have. Then, stay laser-focused on your High Payoff Activities (HPAs).
Responsibility. We are responsible for the outcomes we experience. As Zig Ziglar was fond of saying, “If it’s meant to be, it’s up to me.” Top performers tend to be top performers, year after year. They deal in the same economy, competing with the same competitors, with the same products, price, and service. Yet, they regularly outperform others in the company. In fact, if they were to leave the company and go to another company, within a year, the top performers would be top performers in the new company. When you search for why, it’s because they don’t look for excuses, but rather put it all on themselves to step up and get it done.
Law of Attraction. If you really believe you can accomplish something and be somebody, you will find the people and circumstances to allow you to thrive. This mainly involves putting yourself in places for things to happen. Again, this also highlights the importance of HPAs and staying “out there” and looking for connectivity opportunities.
Expectations. Our life is a direct result of our expectations for it. In effect, we are what we think we are. When I was a salesperson, and when I was a CEO, I exhorted myself and others around me to simply “raise the bar.” Often what stands in the way of us producing greater results is ourselves and our thought processes or our expectations.
Belief. If you don’t believe in yourself, who will?
CHURCHILL NEVER QUIT.
