I want to talk about something that hits home with me and something that everybody that is in sales or knows of someone in sales needs to hear. I personally have been in sales since I got out of high school, I was one of the many high school graduates that over summer received a letter to join Vector Marketing (Cutco) and while I knew nothing about what I was getting into, I took the job. That was my first lesson in sales, but also my first real training in self motivation and challenging myself to be a better me.That first summer, I crushed my goals, drove myself to South Carolina for my first conference and immersed myself in business. I worked hard at building a business and I played hard! I did sometimes 5 or 6 demos a week, I had a goal and I was determined to reach it. After Cucto and honing in on my knife selling skills, I moved to mortgage sales. Different format, different training, but still sales. It wasn't easy, I put on a smile and spoke to people older than my parents about their financial plans, refinancing and cash out options. What's funny, I was good at it. I was 19, I didn't even own a house. I took the training they gave me, invested in myself, set my goals and ran with it. That all led me to eventually getting married, having kids and building my own business to put my marketing and sales to the ultimate test. It took a few years but eventually had a popular brand and growing network of thousands. Which I closed last year for this opportunity. No matter which product or format, sales are hard. There is a need for sales, its to get a product or service into peoples lives. They might not be in the market at that time and that's normal but you are sharing something with people.Our income isn't based on hours but on our own ability to connect people and product.
So why am I telling you all this? Sales is not something to hide, its a job that puts food on the table. Sales is a skill and it takes training. I am naturally outgoing, but I have trained myself for years to perfect my marketing and communication skills. I have also spend years getting comfortable in conversation and confident in representing something. I love sales; the challenge, goals, training, motivation, team bond, everything. Unfortunately, sales is not typically a supported job. Family and friends aren't always eager to congratulate or understand your endeavors with a sales company. They don't get it, their is a vein in the sales world and a library of dreams and goals, that they simply cannot see or understand. Long ago there were pyramid schemes which are still around but are not the same as direct sales or sales in general. I absolutely hate when someone responds to my "I'm in direct sales" with "oh, one of those pyramid schemes?" While ignorant and completely offensive, I shrug it off. People don't know and quite frankly, probably don't care. As someone that LOVES her job, and understands how sales are everywhere and their importance in economy, that comment is the perfect opportunity for me to spread some knowledge . A true pyramid scheme is an unsustainable business model that promises payment or services by enrolling others into the scheme without supplying any product or real investment. Direct sales in contrast is exactly what it implies; we provide a service or a product directly to our consumers, typically in a one-on-one or group setting. We make the transaction fun, flexible and usually entertaining, we provide you an experience, honest opinion and you are buying directly from the company. We need to change the negativity about sales. That starts first and foremost with people that are in the field. If you are in sales and are ashamed, it appears to the outside world that you are doing something bad, you are feeding the stereotype. Be proud. You joined a company because of various reasons, you need a change, want to be a part of a community, need extra income that is flexible or you just LOVE and believe in the product or brand. You joined because you saw the good, so don't hide it. Why is that something to be ashamed of?
Your view on sales and how you translate that to your life will ultimately decide your success or failure. Of course by failure I mean you giving up and quitting. Not reaching a goal or coming up short on a deadline is not a failure those are lessons. You only fail when you throw in the towel. Everyone has had some experience with sales. You "sold" your parents on buying you a new toy probably before you even lost your first tooth. Some of you have been in sales for years it comes natural to you, you are self motivated, you're driven, you see opportunities, you take risks. Some of you are brand new to sales and some of you might just know someone in sales. Let me quickly take this opportunity to explain what sales is. What I hear the most over the years is "I don't know if I can do this, I'm not pushy or salesy". Thank goodness for that, that's a great quality to have. I have never instructed or coached my team to be either one of those. BE YOU! If you're loud, be loud. If you are shy, be shy. There is nothing better than the genuine you. I'm not salesy either, but I am in sales. Pretty proud of that too. Not everyone has the confidence for sales. You can be quiet and confident. You can be outgoing and confident. Confidence is on the inside, your nature and tone is your outside. For me sales is your ability to take enthusiasm and communicate it to other people. It means you take energy and excitement and share it. I would never expect someone to shove a sales pitch down someone's throat. Not only is that horribly uncomfortable for the customer but an awful business method in general. I want to share something with you that I love and think you will enjoy or need. You have a genuine love and belief in your cause and can transmit that to others.
Each one of the companies I've represented, I was successful at because I believed in the product but also because I believed in myself. That's not something I can coach you in. Self motivation and believing in yourself will be the BEST training you will every give to yourself. It is far more valuable that any marketing or social media course. If you hid behind the stigma's and you are afraid to bring up in conversation that you are in sales, you aren't representing yourself in the best possible light. When you change the view of your role in sales from one of a "salesy" person to one of an "inspired and happy" person, that's when you will be successful. You need to step outside your comfort zone. That's where all the magic happens. The biggest risk often times lead you to the best rewards. I closed my business to finally lead a team, to help other people build success for themselves. HUGE risk, but worth every second. People in sales are strong, we need a strong back and support system. That's something that takes time to get used to. The people that are the most successful aren't there by chance or luck, they most definitely didn't get to the top jumping from yes to yes. The most successful people in sales, myself included got here because we climbed over rejection, battled no after no and kept our eye on the prize. I assure you if I had a piece of paper for my sales and I'd need wall space for all the no's.It's going to happen. We work off statistics and odds. We hit hurdles and road blocks, they aren't meant to stop you. Those are for you to climb over. Train yourself. If you're not happy with the road you are on, change it. If things aren't going well, get some energy. Energy will be the catalyst to your growth and success. Success that is only defined by you and something only you can achieve. If you lack energy, find some. Do something that pumps your adrenaline, gets you moving. That's why I always say to talk to someone on the phone, it makes you more alert and probably intimidates you a little more, but you are real and genuine. They can hear that excitement straddle your vulnerability. That's honest. Get yourself to a team meeting, motivational conference or around other people filled with energy. That stuff is contagious as hell. Test me, I promise you, it's the real deal. Leading my own meetings, I leave more pumped, motivated, inspired and productive, each and every time without fail.
At the end of the day we have times we are SUPER energized and happy. The people that can stay happy and enthusiastic are the ones that will grow. People will support your sales life because you do. You have a real sparkle and light about life, business included. I don't expect you to be a ball of sunshine all the time, like I said, sales can be hard. There are times you are going to break down, swear, yell and scream. That is totally natural and I 100% support it, but only in the fleet of passing emotion. After that you need to pull yourself together, chin up and move on. What's the saying, cry a river, build a bridge than get over it? If that's not a saying, then it is now, so do it. I read in a book, by a fellow "knife seller" (cutco rep) that you are allowed to be mad for 5 minutes, then you need to move on. That applied to business but I use that in day to day life. I get a no, a friend isn't supportive in some way, people don't jump on board with joining my team, I don't hit a goal.... it sucks, it's defeating and embarrassing, but I get over it. I'm not going to do myself any favors or prove to myself that I am better than that by sitting there sulking. Make a new plan, find some energy and be the face of sales. A smiling, chatting in group, sharing the happy, kind of face.The most successful people in the world are not the pushiest, they are the happiest. People can define your job in sales however they want... as long as you are happy and loving life, to me... that's the real success. No one can take that from you.That's my story, those are my words for Wednesday. Maybe they help, maybe they don't but my
genuine hope is that they hit home and make your more inspired to take some chances and really reach for the stars.
