Sustaining a Positive Attitude

From Grant W Davis                                                                                                 

Let’s face it sales, and marketing is all about being rejected.  Most things don’t work out like we plan them to.  Some people are rude and mean to us, and most don’t want to talk to us to begin with.  

So how can we stay positive, and keep putting
one foot in front of the other towards our objective?

•Garbage in Garbage out.  Is true of your mind also.  You must spend at least 30 minutes every day feeding your mind on purpose.  Positive motivational books, tapes, seminars. 

•Be around positive people, with like minded goals.

•Guard the door to your mind. Don’t talk with or listen to negative people.

Baseball works well here.  If you are batting 400 you are failing to hit the ball 60% of the time. 
Any idea how much a ball player gets for failing most of the time?

Sales reports are important here.  Just accept that most of the time it wont work, but pay attention to
the numbers.  

1. How many cold calls do you have to make to get a prospect?
2. How many prospects do you have to work with to get one intake (fact finder) interview?
3. How many fact finders to make a proposal?
4. How many proposals to make a sale
5. What is your average commission per sale 

So if your average commission per sale is $100, and you have to make 2 presentations to make a sale, how much do you earn for the presentation you didn’t sell?  $50!

If you need 4 fact finders to make 2 presentations how much do you get paid for each fact finder you do?  $25!