The challenges of learning and mastering a trade notwithstanding, it can also be a challenge to resurface, reapply and reinvent yourself on a regular basis.

Anything in life, if repeated numerous times, can get monotonous and mundane, even the high-octane world of sales and marketing. Keeping a few fundamentals near and dear to your heart can greatly ease the process.

First, recognize that you are going to be dealt your fair share of rejection. Baseball players are fortunate to get a hit one-out-of-three times they march to the plate and – it is likely – your conversion rate is far less. Hearing the word “no” over and over can be a blow to the ego (and, if you are a sales superstar, you likely have an inflated one). It is not personal and it is not uncommon. Just be able to look back on every visit or call and know (1) no one else could have closed that sale if you didn’t and (2) the specific reason why the customer did not believe your product or service would work for them. You can’t close them all, but, if you did that, you did your job.

Hark back to who you were on interview day. We lose sight of that a lot. We sold ourselves to the hiring manager that we would sign on to fulfill the duties of the position. We promised to deliver above and beyond. Chances are, we gave it our all for a while, settled into a groove and have gotten lazy about some components of the job. Always analyze yourself and your performance. Be your own toughest critic. If my name was next to a statistic, it was going to be great; never let anything that is not indicative of your skill level show up on a report with your name on it. Exude excellence in everything you do.

Keep your personal life outside the office – period. With all due respect, it’s very likely no one at work cares about your personal life anyhow. It is not because they are heartless, it is because everybody hurts (thank you, R.E.M.) sometimes. It is because we all have a job to do and we are not in the excuses business. Don’t make them. Ever. You will be branded as unreliable for the rest of your days. Persevere. People get a limited number of times they can call in sick, have an “emergency” (whether real or perceived) or complain about their marital woes or outside forces before someone is going to brand them as weak, whether it is deserved or not.

Find something that wakes you up and keeps you going. Working out in the morning, double-fisting a 44-ounce Diet Coke and a coffee, blaring “You’re the Best” from The Karate Kid on the way to work, and surrounding myself with 42 pictures of my 2-year old daughter in my office achieved these things for me. I had high energy, was surrounded by reasons why I wanted to be successful and the most important thing in my world – my baby girl – was always around to pick me up when I was down.

Lastly, don’t ever let anyone see you bleed. The food chain for you, whether you are the rep working with a customer, a manager with a rep or division manager working with a manager, you always have to be cool, calm and collected. Work through whatever is ailing you before you face the target of your presentations. Any false moves will diminish your credibility and upset the balance of future attempts.

To pick yourself up from every “no”, to bring yourself back to do a job day after day, you have to keep yourself grounded, remind yourself who you are and what you are after, and you have to always stay focused on the big picture. You may not be in your final incarnation as a salesperson just yet, but to get to the next one you have to show you can deal with anything.

All the best, and make it a great selling day!


About cvheady007

I am a Christian, Husband, Dad, workaholic and author. Biography Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile. Carson is best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram’s B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals. Carson is a 7-time CEO/President’s Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn. With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio. His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report. Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.
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