Sales rigged in favor of the hard workers and self-disciplined
by john chapin, sales trainer
L ately I’ ve heard several politicians saying that America is rigged so that only the rich can win. They’ re dead wrong. America is still rigged for the people who are willing to roll up their sleeves, work extremely hard, and sacrifice short-term pleasure today for long-term gain tomorrow. It’ s rigged for those willing to stick a hand out to help others versus those looking for a handout. In the largest economy ever created on the planet, America is still the land of opportunity. And life will still pay whatever price you ask, but it’ s not just going to hand you the prize without you earning it, without you deserving it. Yes, America is still a do-it-to-yourself and for-yourself proposition. Sales mirrors America in this way. If you’ re willing to work hard, stay disciplined, and do what needs to be done every day, whether you feel like it or not, you can be extremely successful in sales. All of that said, it will be helpful to keep the following sales rules in mind.
you can’ t shortcut your way to success
I recently saw a quote someone created on social media that read,“ You say you work 40 hours a week? Yes, I remember my first part-time job too.” If you’ re looking for a 9 to 5 job or an easy way to make money, don’ t get into sales. Sales is the lowest paying easy work and the highest paying hard work, and to be successful, you simply have to put in the hours. There is no magic bullet or secret that will make you a superstar overnight. While you want to work smart in addition to hard, in the beginning, when you are just figuring things out, hard work and long hours are required.
Especially when you are just starting out in sales, or if you are struggling, your objective is to be the hardest working salesperson in the organization. When I was failing miserably early in my career, what kept me around was the fact that I was the first one in the office, the last one out, and when they pulled the Tels Report, which kept track of phone calls, I was always number one on the list. Whenever I have a new salesperson struggling, I look for two things: attitude and activity. Are they persistent? Are they still getting out there and swinging away with their chin up? Are they coachable and continuing to learn from their mistakes? Finally, are they going above and beyond in terms of effort? Are they outworking everyone else to learn the business and make the calls?
you can’ t cheap your way to success To be successful in sales is going to require a large investment of time, effort, energy and yes, even money. You’ re going to have to invest in books, audio and video programs, seminars, and other learning tools. You need to have your own personal library of educational and motivational materials. You also need to invest in the tools of your trade and other items. I remember borrowing money from my parents to buy clothes, a couple of nice pens, and office supplies so I could look the part of a successful stockbroker. I also borrowed money from them for several educational and motivational programs. This
24 KANSAS INSURANCE AGENT & BROKER | January-February 2016 |