Ride the Wave of Encouragement

When you're hot, you're hot. When you're not, you're not.

Success breeds success.

You know what it's like when there's no stopping you. You're on a hot streak, and your confidence carries over from one sales appointment to the next.

It's true that it's easier to win when you feel like a winner. That's why it's so important to ride the wave of encouragement when you are feeling at the top of your game.

When everything is working, encouragement is coming at you from every angle. Your customers are encouraging you with their affirmative buying decisions. Your sales manager is encouraging you with the "atta boys" and those nice big commission checks. You encourage yourself by celebrating your victories along the way. Your colleagues and competitors encourage you simply by posting numbers that are lower than yours and making you feel like you are on top.

Keep riding that wave for as long as you possibly can. It will serve you well.

Unfortunately, what sellers sometimes do when they're feeling on top is settle into a false sense of security. Becoming complacent during the good times only ensures that you aren't building for the bad times. And there is always a dry spell ahead, no matter how good you are in the profession of selling.

Trying to sell when you are discouraged is much harder. Building the foundation during the good times will prevent you from being so discouraged that your countenance and actions work against you.

Working hard while you are encouraged is like saving up for a rainy day. It's smart business, and it's the key to long-term success in sales.