Understanding how to motivate yourself to be proactive, positive and focused is critical if you want to be a sales superstar. Here are 10 simple strategies to help you do just that…
1. Take responsibility for your own motivation
Many salespeople treat motivation as if it is something that happens to them. They allow people, events and circumstances to effect the way that they feel and therefore their behaviours and their results. If you want to achieve true sales success, you need to take responsibility for your own motivation even when you face challenges, lose sales and the market is difficult.
2. Take the 'Gavin Ingham Daily Motivational Challenge'
One good way of staying motivated is to set yourself a daily challenge to keep motivated. Take your 'motivational temperature', so to speak, several times a day. Simply stop and ask yourself honestly, “How motivated am I right now? Am I at a '10'?” Just stopping momentarily to check your 'motivational temperature' will make you more aware of your habitual levels of sales motivation and will awaken you to the possibility of doing something about it.
3. Remind yourself 'WHY' you are in sales
Many salespeople and many people in general spend their lives 'going through the motions'. They get up, they go to work, they go home, they watch the TV, they go to bed, they get up, they go to work, they go home, they watch the TV, they go to bed…
4. Same old, same old, over and over, day in and day out
Top salespeople have passion, drive and hunger and one way they maintain this is by waking themselves from their 'going through the motions' reverie by reminding themselves 'WHY' they are here and 'WHY' they are following the path of a sales superhero.
5. Fizz it up
One of the quickest ways to change your mental state is to change your physical state. Your physical state is hard wired to the way that you feel. Every physical state has an emotional state associated with it. Conversely, changing your physical state will change the way that you feel – fast.
Feeling short of energy? Get some air in your lungs, punch your arms in the air, stand up straight, jump up and down, run on the spot, yell out loud, smile stupidly, breathe more quickly...
Conversely, feeling too excited, likely to 'rabbit' in front of your client? Slow your breathing down, centre yourself and channel your calmer, more focused self.
6. Control your self-talk
We all talk to ourselves, the question is not whether you do or not but what you say to yourself. Many salespeople have an inner critic who deserves shooting! Many salespeople berate themselves in a way that they would never allow anyone else to. Many salespeople get beaten up by their own inner sales critic on a daily basis.
By taking control of our self-talk and training our inner critic to be our inner sales coach we can change our persistent internal dialogue from destructive to constructive and from cynic to coach.
7. Set BIG meaningful goals and go for them 100%
Demotivated salespeople do not set ambitious goals because they think, “Well, hey, I won’t hit it anyway so why bother?” or, “I’ll set it low because I’ll manage that”.
Top salespeople set BIG goals to motivate, stretch and focus themselves. Top salespeople set BIG goals knowing that even if they don’t hit them they will develop and improve along the way. Top salespeople set BIG goals because they expect success.
8. Remember Pavlov and reward yourself
Rewards motivate so make sure that you reward yourself for the sales behaviours that you want and need to do more of. Reward yourself for doing what you told yourself that you’d do. Reward yourself even when others don’t.
9. Hang out with top sales superstars
Hang out with sales superstars. Spend time with sales rock stars. Roll with top sales aces. If you spend time with demotivated, uninspired losers they will suck the sales juice right out of you. Spend time with motivated winners however and they will teach you how to be more motivated, how to stay more motivated and how to create the life that you want.
10. Get the sales edge
One of the best ways of motivating yourself is to invest in yourself and your personal development. Enrol yourself on a sales training seminar, buy a sales training book, listen to a sales training audio or watch a sales training video.
11. Get your buddies involved
Misery likes company. Losers like support. But then, so does motivation. Get yourself upbeat and motivated and then enrol your buddies into your 'motivated' group. Run competitions, create energy, encourage, cajole and persuade each other to go the extra mile, share sales success stories and make selling more fun. Teams that motivate and support each other in being more motivated, upbeat and up for it are more effective and make more sales.
So there you go, 10 motivational sales tips for getting and staying more motivated. Where are you going to start?
By Gavin Ingham, sales speaker, executive coach and an avid seeker of sales excellence. He is the author of several books including “Motivate People”. Gavin helps businesses and sales professionals be the best that they can be. If you want to know more about creating the mindset of a sales rockstar then make sure that you have joined his free newsletter. He is also a speaker on sales and mental toughness. Got a conference or away day coming up? Want a dynamic and inspirational speaker? Give me a call on +44(0) 845 838 5958.