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Motivation in Sales

Motivation in Sales: Never Giving Up

Motivation in sales can be a difficult thing to come by. In the world of sales where salespeople get rejected continuously, it’s easy to get defeated and feel discouraged. SalesPop! is bringing you a new category of expert sales interviews centered around motivation. Kicking off this new series of motivational expert interviews is Richie Contartesi, interviewed by John Golden. In this video, Contartesi describes his story at length. His journey was one of highs and lows, good experiences and bad experiences, and lots of determination and perseverance. This process taught him how to stay motivated in other areas of life, and he has some essential tips to pass on.

In this expert sales interview, learn:

  • How setting goals propels motivation
  • The way that relationships lead to referrals
  • The real definition of luck

Goals Make Motivation

“I wrote down my goal. And all of a sudden, I subconsciously started to do things differently. I acted differently. I did things every day to attract myself closer and closer to that goal. Things started to happen differently around me. That’s where it all started,” said Contartesi, who wrote down his goal of becoming a college football player when he was in the 5th grade. He reframed and set new goals various times throughout his journey to success, but stayed centered on his one primary goal of making a college team. Having this goal as his central focus helped him to stay motivated, even when things were difficult.

Importance of Sales

Relationships were very significant for Contartesi throughout his journey towards his goals. He encountered new football coaches that were unsure about his skills. But, he had mentors vouch for him. He had people who knew him and knew his character that said, “you need this guy on your team for these reasons.” As it was true for Contartesi as a football player, so is it true for him in the world of sales. When you have close connections, you become someone to trust and to recommend. In sales, it’s so important to get referrals. People won’t refer you unless they have a stable relationship with you. Ensuring the creation of these relationships will be invaluable, both in the personal and professional realm.

The Definition of Luck

Contartesi doesn’t believe in luck in the traditional sense. Rather, he has his own definition. “The definition of luck is when preparedness meets opportunity. And in sales, things aren’t going to happen right away. But, if you consistently stay with it and stay prepared, there’s going to be an opportunity. It’s just a matter of time. It will happen,” he said. “It’s just whether or not you’ve prepared or not. If there’s an opportunity, boom, people will say you got lucky. But it’s not luck. You were prepared when the opportunity came your way.”

Furthermore, many people miss out on opportunities because they don’t seem quite perfect. They opt to wait for something better to come along. This mindset can lead to missed opportunities. Rather, look at each opportunity is a path. That path might lead you to a destination, or it might lead you to another path that will eventually take you where you need to go.

To learn more about Contartesi and his journey to success, watch the video!

About our Host:

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

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