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 |