Lets face it, sales is a tough game; Products need moving, targets need hitting, our careers need building. To adhere to the rules of success in selling on a consistent basis we need to arrive in peak selling state, ‘hustle our face off 10 hours a day’ (Thanks Gary V) then leave the playground in the same peak selling state we entered it, remaining confident and charismatic on our way to X new appointments to follow up tomorrow. Repeat.

Stop reading now if you’d rather ride the bench in this one.

If we are to remain in the career edition of the sales game we need to be passionate about the playing field but only a handful of the best salespeople know what this actually means. The best salespeople know every career has its ups and downs, its inspirational moments and its holes to dig, it’s Messis and its Scalabrines. All of these peaks and troughs are content to the highest earners because they know the context of the world around them is really the difference that makes the difference. They know the following:

If you can’t love WHY you sell, then you must love WHAT you sell. If that fails, then love HOW you sell. If you love all three, you can sell passion to the eskimoes.

Therefore, the more of the below we can identify with as a sales person the more consistent our growth will be over our sales career:

Love WHY you sell:
The top performers in any field are often the ones that have put in the hard work to earn their spot there. The ones that put in the hard work are also usually the ones that know why they are there. They have a passion that extends beyond themselves and into the ripple effect of the people around them. If we know why we are entering the game of hustle every day then our passion will shine through in what we sell, which means the reminder of why we are there will also be enough to get us through when the times get tough both in and out of the selling scene.

Love WHAT you sell:
If we are unclear on why we enter the sales arena in terms of a bigger picture arrangement, we need to at the very least exhibit significant passion for the product or service we deliver. We may not be able to language the ripple effect of selling the world’s best lawn mower or the most versatile phone deal for the iPhone 6, but we can be damn sure that we take pride in the product’s ability to deliver a great result for its buyer. There are many salespeople comforted by the fact that they work for the leader in their industry and many-a-sale have been made for companies known to out-do their competitors in the areas that really matter. To love the company we work for and the product we sell goes a long way to building a solid career in sales, but will it be enough to get us up in the morning when under the warm blanket is far more forgiving? Perhaps that is a subjective matter…

Love HOW you sell:
If all else fails and at the end of the day there still needs to be food on the table we can rely, however slightly, on how we pitch our product to our prospective buyer. Some salespeople thrive on creating human relationships, others welcome the resourceful attention their confidence and charisma can attract and others become YouTube sensations because of how they do their thing, like this guy:


But is it enough to sustain a prosperous career in the sales game? There is no subjectivity required on this one; the answer is clearly in the negative. By coupling how we sell with what or why we sell we can leverage a highly sustainable sales career but by itself the pressures of a heated sales environment will crush this charisma by the end of week one.

For those finding themselves in the third and final category of how selling alone, you may be realising you need to bring more why into your sales career and the following pointers are a great place to start:

What is my why for other people right now?
How could this product or service impact those that I may not even meet?

What is my why for the future?
How could this product or service have a ripple effect into us growing as a collective human group?

What is my why for me?
How could selling this product or service impact my own financial and lifestyle opportunities?

By reminding ourselves of why we are selling and the impact it can have on both ourselves and those around us we take resourceful, sustainable steps towards building a sales career we can be proud of, one that also encompasses providing a great product or service in a professional, confident way.

Take that, Scalabrine.


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