Life is full of discipline, whether you’re working out, starting a diet, or simply educating yourself on a certain subject.
In sales, this discipline is even more pronounced. From my experience, the daily grind of sales can be overwhelming if you do not condition yourself for the long haul.
The most crucial part of this conditioning is your mindset. It’s something you start with before even walking into the office or onto the shed lot.
THE POWER OF MINDSET
Mindset is the foundation of success in sales.
Recently, I had the opportunity to work at one of our offices where the regular sales associate had requested a day off.
Before I even arrived, I declared that I would sell three buildings that day. The associate chuckled, pointing out that it was a Saturday and the location typically saw little traffic.
It would have been easy to let that slight jab derail my confidence. Instead, I used it as motivation.
As I pulled into the lot, I was thrilled to see a potential client already browsing. My excitement grew as I approached them and learned they were looking for a shed and were ready to purchase.
That day, I sold two sheds because I was prepared with the right mindset.
CONSISTENCY: THE BACKBONE OF RELIABILITY
Mindset is crucial, but so is consistency.
When you say your store hours are 8-6, then show up consistently. The “be back in 10 minutes” sign on the door is not the solution to growing your sales professional physique.
Consistency in your presence builds trust and reliability with your clients. They need to know that you are always available to meet their needs.
PERSISTENCE: TURNING SUSPECTS INTO PROSPECTS
Persistence is another vital aspect of successful sales. Following up with potential clients is the key to turning suspects into prospects.
As a famous person once said, there are two types of people in the world: suspects and prospects. Make sure that you are sorting them out effectively and being persistent in your sales dialogue. They should either buy from you or inform you they are no longer in need of the product.
One of my favorite sayings is, “The squeaky wheel gets the grease.” This means that the more persistent you are, the more likely you are to close a sale.
By consistently following up and staying in touch, you increase the chances of converting leads into customers.
REAL-WORLD APPLICATION: A PERSONAL SUCCESS STORY
Let me return to that Saturday. Despite being warned of low traffic, I set my goal to sell three buildings.
My confidence was unwavering as I drove to the office, envisioning success. As I arrived, my excitement grew when I saw a potential client already browsing the lot. They were looking for a shed and were ready to purchase.
My positive mindset and preparedness helped me close two sales that day, proving the power of a determined attitude.
THE REWARDS OF DISCIPLINE IN SALES
Following these steps—maintaining the right mindset, being consistently available, and persisting in your efforts—leads to success.
The hard work you put in will eventually translate into easier sales as your reputation and skills grow. The discipline required in sales is paramount, but the rewards are worth the effort.
Hard work doesn’t come easy, but easy sales come from hard work. It is super rewarding once you’ve followed these proven steps to become a better salesperson.
By incorporating these principles into your daily routine, you’ll not only enhance your sales performance but also enjoy the personal and professional rewards that come with disciplined hard work.
In conclusion, the discipline of sales revolves around three key elements: mindset, consistency, and persistence. Start each day with a positive mindset, be consistently available to your clients, and persistently follow up on leads.
This formula will set you on the path to becoming a successful and fulfilled salesperson.
