Sustaining Success
“Conrey, the best time to sell a car is right after you sold one. Now go get another one!”
I heard that probably every Saturday when I was selling cars. I usually set myself up an early appointment that I had a pretty good chance to close so I could get some good momentum for the weekend. And like clockwork as soon as that client hit the curb, one of the managers would be ready to drop that quote on me and get me back out there.
There’s a lot of truth to that statement though, success builds success. Momentum in sales is much more often a mental thing than anything else. So don’t sit back in revel in your new found glory when you finally close something. Get right back on the phone and call the next client. Use that energy, enthusiasm, and endorphine rush to excite your next client and move them along the line towards a sale. Light that fire in yourself after every close, and you’ll have many more closes to come. If you sit back and enjoy your success, someone else is calling your clients and closing them while you’re partying.
You don’t get to the top by celebrating yourself, you get there by working hard when you’re not closing deals and working harder when you are.
