Commit to Sales

July 19th, 2010

Being committed takes all the questions out of an activity. If you aren’t committed to doing something, then you always have one eye on your emergency exit while doing it. It leaves an out that ultimately will be a major distraction because you are looking for signs that you aren’t going to succeed… and the second you see one, you begin leaning toward your exit plan. This is a sure recipe for disaster in sales.

If you’re going to be in sales, be committed to sales. Many unsuccessful people in sales harp on all the obstacles and always dream about “getting out” or “having the good territory” or “how it was in the good ole days”. The grass is always greener on the other side. And too many sales people feel the grass on their side is already dead.

However, the minute you truly tell yourself, “I am in sales and I am sticking with it no matter what,” you will feel better about yourself and your profession. You’ll feel better because you’ve made up your mind. There is a principle called “commitment and consistency” that states when you are committed there is a strong internal motivation to ACT consistent with that commitment. You’ll feel better because many of your doubts just fade away. All of the things you second-guessed yourself about will dissolve. It’s like instant confidence. When you have to do something, you’ll do it.

The hard part is getting committed. It’s hard to shut off worries and self doubts about what you’re doing. Unfortunately, the sales profession often lends itself to that. There’s no simple solution, you have to confront these fears and doubts. Constantly tell yourself that you are committed and there is no other alternative. Eventually you will find you can shut off those negative thoughts. And once you’ve made that commitment to yourself, it’s a lot easier to get others to commit to you! Commitment is doing the things you know you need to do, even if they make you uncomfortable. Be committed and others will commit to you.

© Sandler Systems, Inc. All rights reserved.

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