While people in all professions require motivation to progress in their careers, salespeople, in particular, need to be ever vigilant about staying in top form. There is no upside to dragging your heels when you're in the sales game, and the downside for merchant level salespeople (MLSs) could be residuals that fail to grow, or worse, shrink.
Fortunately, there are myriad ways to ensure you are at your best day to day. And Paul H. Green described many of them in his 2004 book, Good Selling! The Basics. Here are several ideas:
Leave motivational notes on post-its in places where you'll see them. For example, you could write: my residual income increased today, I sold five accounts today, or happiness is a positive cash flow.
Another factor integral to motivation is a positive state of mind. A large part of staying upbeat entails being aware of your self-talk by noticing the negative statements that run through your mind and not letting them take hold and affect you emotionally. Because if you do not take steps to contradict them, the negative thoughts will make your results conform to them. As Green wrote, "If you say things to yourself such as, 'That account doesn't want to see me,' or 'They'll never call me back,' or 'They're not going to sign with me,' then you're absolutely right; they won't."
If, on the other hand, you tell yourself that you have a winning personality, you're going to make the next sale, you have what it takes to understand your prospect's needs and fill them, or other similar statements, you will have far better outcomes than if you dwell in the negative. You'll have more fun, too, which will lead to more positive feelings and actions.
It's really a matter of attitude. You have the power to change things. You know that bad situations you encounter, or even inadvertently create, are temporary and will not derail your career. Keep these things in mind, and watch yourself soar.
The Green Sheet Inc. is now a proud affiliate of Bankcard Life, a premier community that provides industry-leading training and resources for payment professionals. Click here for more information.
Notice to readers: These are archived articles. Contact names or information may be out of date. We regret any inconvenience.Prev Next