Selling is believing in something most people can't see.
Would you agree - that definition pretty much sums up what selling is all about? And sometimes the hardest thing to do is not only keep yourself believing, but keeping those around you believing as well. Most people are not patient enough to be in sales. It seems easier for them to quit. Throw in the towel. Fall in with the non-believers.
For example. You have a customer who has been listening to your proposal with interest. You have been calling on them for months, sometimes even years. You need a paycheck and you know that if you give up now you may lose the whole thing. You keep calling. You keep "seeing" that the business will eventually come. You keep positive and affirming to yourself that you will get the business. You are a believer.
Then there are the non believers. Those are the people who just don't get it. They are the ones who only believe what they see right in front of them. They are the ones you have to watch out for. They are the ones who can talk you into quitting. It really takes conviction and the ability to believe in the unknown to be in sales. So the question is, do you keep going? Or do you quit?
You keep going. You keep learning. You keep making the calls. You keep "seeing" the business.