Motivation for the Salesperson
In his book "Ziglar On Selling", Zig Ziglar mentions that when he was new to sales, whenever his attempt at a sale was refused he saw it as a personal rejection.
"I would then have to spend time rethinking my situation, and alternating between pouting, meditating, having a "pity party", and planning what to do next."*
It took him a long time to realize that those rejections, whether gentle or mean-spirited, were only business rejections and had little or nothing to do with him personally.
He mused that if someone had only told him this earlier in his career, the knowedge would have helped him greatly to improve both his self-image and his productivity.
Many books have been written about self-esteem and motivation in sales – and I don't mean how to motivate your customers to buy. I mean how to motivate yourself to keep on trying during tough times.
The following three books are classics. If you haven't read them, do. They will teach you how to gain confidence in yourself and your abilities in sales, and in life.
"In order to succeed, we must first believe that we can."
Nikos Kazantzakis
*Ziglar On Selling. Published by Thomas Nelson, 1991, p.66.
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