I was a few months into my first outside sales job. The first month was so exciting and I was ready to take on the world and then I had this serious breakdown about 90 days into the job and I got scared. REALLY SCARED! I had never experienced this feeling in other jobs. In the past, if I was given a task I completed it and moved on to the next. I always did as my boss asked and there were not too many variables to get in my way. This sales thing though……was like something I never experienced. I was doing everything I could and was not getting the Sale. WHAT WAS WRONG WITH ME?!?! I had called hundreds if not thousands of people. The receptionists were starting to actually like seeing me stop by. I had attended networking events on a regular basis.
The worst part about my paranoia, was that my peers were bringing in new deals and they did not seem to be stressed. At that moment, I was fortunate enough to work with someone that talked “some” sense into me and walked me off the ledge. My coworker explained to me what was going on. She had been in sales for years and so had my peers. They had built up their networks and contacts overtime, and their clients knew to call them without thinking about any other options. I was the newest rep on the block and had just introduced myself to the world. I needed to keep my head up and keep plugging along. Eventually, I would see the rewards. She explained to me that she went through the same situation when she started and told me you need to build a pipeline. You need to find opportunities and stay on top of them. I watched the pipeline like a hawk and stayed on every single opportunity no matter how big or small.
My coworker’s pep talk helped me a for a few weeks and then I was scared again….until one day I had a email message requesting a meeting to talk about services and pricing. I had called on this prospect for months and finally I heard back. I had stopped by, called, and emailed for months, and each time I reached out they were too busy to meet. They were polite and busy at the same time. I was getting used that from most of the prospects, so that day when I opened my email from them I nearly cried. They actually wanted to buy something and FROM ME! I quickly responded and we scheduled a meeting. The day of the meeting I was so excited to go to their office. I even brought my office manager so he could assure them we would handle their orders to the best of our ability. We parked at a meter outside their office and I paid for an hour. Let me tell you that was the best parking ticket I ever received because my meeting went over an hour and we sealed the deal. From that day forward, I decided to never give up because the feeling you get when you win after you try so hard is the best feeling I have ever experienced in my professional career.
So on the days I feel defeated and I want to give up I remember that if I keep trying I will feel that win again if I stay the course! To earn a prospect’s trust and business is an amazing compliment and truly a win to celebrate!