When the chips are down for anyone in sales, we should always think back to the feeling of securing our first ever deal.
I remember mine so clearly, like it was yesterday. The adrenaline, the euphoria, the excitement! There's nothing quite like it.
Your self-belief is vindicated, you earn the respect of your peers and also get a nice commission cheque at the end of the month. And I really don't think it's about the money. Of course everyone in sales wants to earn great money but I think it goes deeper than that.
When someone buys from you they put all their faith in you - they like you, trust you, and believe in you. This instils a sense of confidence, self respect and belief which will serve you throughout your career.
So if you're slogging your guts out and hitting a bad patch, always cast your mind back to when you were flying and know that you will again.
The best rush in the world is just around the corner so never doubt yourself. You've been the best before and you will be again.
An exceptional salesperson once said to me:
"the most important trait of any good salesperson is not how they act when on top but how they behave when things are down."