“IT’S NOT JUST A JOB … IT’S AN ADVENTURE” by Jim Sparacia
Posted on 01. Jun, 2010 in Blog, Newsletter
Recently I caught the movie Stripes on HBO. I watched the scene where they were marching around dead tired. They were singing that late 70’s commercial for the Navy. You know, the one where they say, “The Navy……it’s not just a job….it’s an adventure. “ Classic stuff. As I sat there grinning, it dawned on me how applicable that line is today.
Over the last decade or so the profession of selling has gone through significant changes. Whether you’re selling software, financial services, or BMWs the art and science that is sales has shifted from being a purely product or commodities driven industry to much more of a value based consultative industry. The sales reps that have adapted with these changes have continued to be highly successful. Those that have not are now doing something else with their lives.
Having said that, it’s vital to remember the importance of the mental aspect of selling. You see it’s not just about having the best offerings or the best relationships. That won’t insure you of success. The great sales rep needs to go above and beyond with their effort. But how do we do that? How do we keep our drive? Our motivation?
One of my first mentors in sales taught me something I have never forgot. He said being a success in sales takes a “distinct winning mentality.” It’s not just about preparation and hard work. It’s also about having the proper mindset. You need to be selling yourself every day on making the extra effort. He taught me that if you look at your opportunity in sales like “a job “, you will be paid like an employee. But if you look at your opportunity in sales like “a business “you can be paid like a business owner. And if you look at your opportunity in sales like a “sport or a game “, you can be paid like a professional athlete. And we all want to be paid like Lebron James!
The proper mindset will enable you to make an extra follow up call, send one more follow up email, and knock on one more door. I have always said “ 5:30pm on a Friday afternoon are when heroes are made! “ Many years later and many deals later, I still believe that. To turn that belief into activity and that activity into production requires the proper winning mindset. Remember the movie Stripes the next time you need a professional pick me up.
“Selling…………it’s not just a job……it’s an adventure! “
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