Your confidence is on the line when you close the sale, and your level of sales motivation will drive your confidence. As we near the end of the year, it’s very easy to start chasing any sale, no matter what it takes. As soon as you begin believing the only way you’ll get the sale is by doing something desperate, you suck out all hope of being profitable.

To protect your sales motivation, I recommend every salesperson make a list of every prospect or potential customer. Keep the list visible, by your desk or in your car or in your pocket. The reason is simple: If you remain cognizant of the number of potential customers you have, you’ll be less likely to choke, do something stupid and give away profit just to get a sale. There’s nothing complex about this idea, but over the years, I’ve found it to be one of the most effective ways for salespeople to keep their level of sales motivation high when times get tough.

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