Something I always advise salespeople to do is compile a list of their achievements in selling. On it should be the things they are proud of achieving in their selling careers; inevitably it will contain the biggest sales they have made to date, the biggest customers/accounts they have won and I also encourage them to include a range of other ‘victories’. These can include a prospect who they eventually managed to get an appointment with who may have repeatedly rejected them previously, the competition account they switched having demonstrated that a change of supplier for the product/service they were already using would help them be better off; the cross-sell and upsell victories and the first time they had sold a new product and/or broken into a new market. Effectively this list is their own personal hall of fame.
Once compiled, I’d tell them, their job was to refer to it on a regular basis to remind themselves how good they are as and when their confidence needed a boost. And let’s face it in selling that can happen only too often! Rejection is part of selling and when we are rejected regularly it can have a demoralising and demotivating impact on all of us, even the most highly motivated.
Referring to the list on regular basis, especially when our confidence is low can have a miraculous effect. Using a term from Neuro Linguistic Programming (NLP) the list acts as an ‘anchor’ – something that puts us in the right frame of mind. Reading about what we have done, our best and biggest successes makes us think of how we felt at that time. Instantaneously we can be transported from thinking that everything we touch is turning to dirt to suddenly feeling like selling royalty with a magic touch! As we return to that time in our minds we are transfigured in to believing what we did then and feeling like we did then. Instantaneously our confidence will get that much needed boost that separates the top performing salespeople from the ‘also rans’. Sales is a confidence business and using the list of successes we’re back. Then, with believing in ourselves and our abilities we can feel good and proceed to do our best which in turn, will invariably lead to us generating a positive result.
If you’ve never done it as soon as you’ve finished reading this post, compile your own hall of fame list and carry it with you at all times, refer to it regularly and reap the benefits. In no time you’ll be adding new and bigger successes to it and as you do so its power will grow and grow!