Monday, August 29, 2016

The ABCs of Sales - B is for Bold

B is for Bold

A career in sales is not for the faint of heart. To achieve success as a sales professional a person must take action everyday. Every salesperson will hear "no" far more often than they will hear "yes" from prospective clients, and that is okay.  Accepting defeat and disappointment and then charging forward to the next opportunity is a normal day for those who sell. Top producers hate to be rejected as much as anyone, but that does not stop them from making calls. Top producers are bold.

Confident and courageous are common personality traits of people who spend a lifetime selling products and services.  Those who achieve success in sales believe in their products and in their own abilities.  They are not scared of losing because they know they belong in the lead.

Countless people who try their hand at sales either struggle or wash out of their selling jobs. Having a quota means you can never hide from your own performance. Anyone who has been in a sales career knows that the numbers matter and are always on display for everyone in your company to see.  Comparing success in other roles may be subjective, but for sales people their monthly numbers are black and white. 

When you rely on sales for your paycheck, your future is always at risk. For those who work for companies, they will not carry under performing salespeople for very long.  If you work for yourself you have to have new business opportunities or you will not remain in business. 

If we put a typeface in bold letters we do so for the word to stand out on a page.  Sales professionals who are bold also stand out from their competition.  There is a lot of noise out there and most customers have a plethora of choices on which vendors to utilize for any product  or service.  The ones who stand out get the call backs and eventually win the business.  

In your selling efforts I suggest you embrace the idea of being bold. Look at your actions and examine your internal dialogues to make sure you are not being timid.  Do not hide from making contact with prospects, customers and referral sources.  Show them your dedication to succeeding in providing them with the best service and continue to find ways to get the attention of buyers.  

Bold is a state of mind that will lead you to winning more business.


Thom Singer is a professional master of ceremonies and keynote speaker.  He talks regularly to corporate audiences that are sales focused and in competitive industries.

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