The Single Most Important Character Trait of a Successful Salesperson: Resilience

Not long ago, I spent the better part of my day calling on roofing companies. The result? I was unable to get a single meeting scheduled. A few weren’t interested at all. A few weren’t available at the time. A few want me to call again later. It was one of those frustrating days of putting in the work with little results … days that every single salesperson has had.

When we experience those kinds of days, it is easy for us to simply want to give up.

There are many things about being a salesperson that make giving up a real and present temptation. We’re all wired differently, but the biggest things for me are these three things:

Fruitless Prospecting – I get excited about an idea and hit the streets, only to hit a brick wall. It’s discouraging.

Answer Limbo – I make a great presentation, but then they’ve got to decide. I wait on pins and needles, usually way longer than I want to. It’s maddening.

Micromanaging – Most of the time, my sales job affords me the kind of freedom in which I thrive, but when over-the-shoulder watching begins, I have tendency to shut down. It’s deflating.

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Whenever I start feeling this way, the most important thing I can do is remember what makes a truly great salesperson. It’s not product knowledge. It’s not flashy PowerPoint presentations. It’s not years in the business. It’s not charisma.

The single most important and desirable character trait of really successful salespeople is resilience.

Resilience. Perseverance. Stamina. Endurance.

We can’t give up. When we’re doing the right thing in the right way, we’ve got to keep doing it until we get the right results.

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Here are five things I do to keep my motivation when I feel it slipping:

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Make a plan for tomorrow.

If today sucked, it’s easy to feel like tomorrow will suck too. But researchers have found that when people end today by making tomorrow’s to do list, they are more likely to get things accomplished. On a particularly discouraging day, I like to make a plan for the next day so that the funk doesn’t have the chance to take root. If I already know what I’m going to do when I get to my desk the next morning, I’m much more likely to hit the ground running.

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Do some four-legged calls.

Making cold calls with a colleague is often the shot in the arm I need when I get down. We end up laughing together. We feed off each other’s energy. We learn from each other’s techniques. An afternoon spent with a trusted coworker is a great way to keep my motivation up.

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Take a great client out to lunch.

It’s easy to let the bastards grind you down. When that happens, why not give some special attention to one of your favorite clients? Take them to coffee or lunch and spend some time rehashing what has worked. Brainstorm ideas for their business and see if it might spark some energy that spreads to your other clients and prospects.

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Get a good night’s sleep.

There is nothing quite as important for our overall demeanor and outlook than a good night’s sleep. The day just looks different after you’ve been able to get the restorative rest you need. So, do whatever it takes to make it happen, but see if some “sweet dreams” don’t help your be more motivated.

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Decompress.

In our house we say that sometimes everybody needs a “mental health day,” a dedicated time of self-care that is about resting and relaxing so that you can get back at whatever task is before you. People of faith call this a “sabbath.” Enjoy a good cup of coffee. Take a walk. Smoke a cigar. Intentionally give yourself permission to decompress from the pressure of sales. It will make a world of difference.

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Stay after it. There is no substitute for activity. Don’t give up. Be resilient.

 

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Come back tomorrow for an article about the two things you can control as a salesperson.

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