Sales motivation is all about having your head screwed on right in terms of being motivated to make a difference in the lives of the people with whom you come in contact. Recently, I have been reading various commentaries regarding sales motivation, and I’m getting very disturbed about how many people out there think sales motivation is nothing more than merely thinking about how wonderful a job they are going to do.

I hate to pop the “stupid bubble,” but let’s be real. Thinking about it is just scratching the surface. In the end, there needs to be some results. That requires you go out and do it. Thinking about motivating yourself may help you initially, but it will not sustain you. You sustain your sales motivation by actually doing it. In much the same way, a runner cannot merely think about running and expect to get the same benefit as if he or she actually goes out and run. It’s then when the runner gets the euphoric runner’s high that propels him or her to the next level.

Sales motivation is doing it: actually selling, with the full understanding that some calls will go well and some will not. Embrace the positives in each call and use them to propel you to the next call.

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