How to Enter the Sales Arena as a Gladiator

Upon entrance of the sales arena, like a gladiator entering the coliseum, one must be ready for battle. You will face unforeseen forces and combat objections that are positioned to defeat you and – in the end – must emerge victorious.
Many of those embarking on the journey of the selling game learn very quickly that it can be quite a different type of beast. Sales is a personality, an attitude and a strategy requiring a unique skill set to equate to success. Presumably, it is these traits that scare a lot of people off.

Thick skin must be developed quickly; the fears you encounter must be overlooked and you have to be willing to take tactical risks. The landscape is what it is: like life, you’ll encounter highs and lows and will not have as much control as you desire. Accepting that is key. Realize that your preparation and responses and reactions in both transactional situations and your career can enhance your chance of success. Don’t let anything gain enough control over you to inhibit your progress or process.

A vital part of success in sales is keeping your eyes on the prize and big picture. What many people consider success typically transpires after tirelessly toiling through the losses to find the wins. Your big picture goal may be 2-to-5 years away, which means you cannot let your frustrations after 6 months deter you or shake you from your dream. Sure, you may adapt and recalibrate your approach numerous times, but you have to keep ascending to the summit of your personal mountain.

Mark my words: No one is going to hand you success. In fact, it’s quite the opposite – when you start to get a taste of the new station in life or benefits that come from excellence you will practically always face detractors and haters that wish to diminish your achievement. Everyone else is also trying to scale the mountain to varying degrees; on your journey, you will come across the folks who aren’t going to try very hard that want to take shortcuts or that will make excuses as to why you are successful where they are not.

Success requires a gladiator because you will often have to dig and claw through the trials and tribulations and tears to stay on course and achieve your desires. It’s one thing to obtain what you need; it’s quite another to become the elite gladiator. Fighting is not always with weapons or fists – we can have a fight for our lives just navigating the turbulence that accompanies trying to make it in this world.

In any fight, finding a superior, elevated strategy, sticking to it despite the hits that throw you off and reaching consistency in offensive and defensive maneuvers will propel you through.

Set your goals higher than you initially believe you can reach. That way if you barely fall short, you’re still better than anticipated.

If that last line looks somewhat familiar, I wrote a different version of it 7 years ago and reading the difference now shows me that maybe I’m on to something. It isn’t always about being the best at everything, but it is about challenging yourself and taking each challenge head on as it comes. Efficient preparation for the battle is key, putting forth your best effort more so and having the outlets to recuperate before the next round is crucial.

Experience and experiencing some success will lead to heightened confidence, but losses at any stage will inevitably invoke some doubt or fear or worry. Any time a negative thought, emotion or feeling enters your consciousness, acknowledge its presence, weigh your control in this equation and either act within your control or dismiss what you cannot control.

At first, this can sound easier said than done but practice makes permanent. In the earlier battles this will keep you focused on the true priorities and you have better odds at a favorable outcome. When you become battle tested it bolsters your confidence and sure-footedness. Even when you become battle-weary and perhaps dwell on doubts more than during your heyday the practice will still serve you: you know what to do even when you don’t want to and you can will your body into the necessary action.

Things are not going to always go your way but if you stick to the process and control what you can, your outcomes will be at their optimum level. Don't let the opinions of those who don't matter or the many things you cannot control prohibit you from doing what you know you must do for yourself or for personal and career priorities.

No one but you can make or break you when it comes to meeting your objectives, be it on a daily, weekly, monthly or lifetime timespan.
Like anything – a diet, a workout regimen or a New Year’s resolution – you are going to start your new job, new career, new sales encounter with a tenacity. The beginning – how you come out of the gates with a flourish – is usually when you showcase your best. But can you maintain it?

There are strong starts and weak starts; there are slow and steady starts. There are those who have a couple of good months and think they’re ready for promotion only to fold when they don’t get it – they don’t have what it takes. There are those who regularly make the decision to improve – they are in it for the long haul.

The most respectable gladiators are the ones who had to work hard to reach the reputation and level and acumen they are capable of and are reliable and dependable in their excellence and accountability. It’s rare to find this discipline, hence its immense value. Flashes in the pan fizzle because they are the ones attempting shortcuts and are not willing to commit to the regimen necessary of a gladiator.

Find the thoughts and visions and solace in routines that keeps you focused and moving forward. It could be that morning workout routine, the escape from work to read or catch up on Netflix, the occasional indulgence or even just surrounding yourself often with those you care for and that care for you. Know also that you’ll hit the brick wall: when you tire of the workout or reading or watching the same genre – adapt and expand your horizon. It will only serve to make you the more complete warrior while keeping you fresh and agile. Present yourself with new challenges and create your own new opportunities and learning and growth – don’t rely on others or on life to hand you these necessities.

Through it all, never allow yourself to deviate from what you know is the right approach. Be able to look back on every sales visit or call or interaction and either reflect on the sale or the specific reason the customer did not purchase. Every objection boils down to their lack of belief, for whatever reason and if you can answer the question as to why they actually didn’t believe – you did your job. Reflect briefly, learn from it and move on without looking back. You did your job – period.

Not every customer will buy, but if you lead as many horses to water as humanly possible some will drink. You can make it more enticing and decide where you lead them. You determine the steps taken before and after each sale or setback. These things are what you have control over – ultimately, control over yourself. The rest will fall in place as it is going to.

The champion gladiator is hungry, assertive, resilient, unwavering and knows the battle isn’t complete until they’re the only one standing – cuts and bruises notwithstanding. Whether it is the sales day or the objections or the grind that leaves you weathered, see it through until the end and live to fight another day.

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Carson V. Heady has written a book entitled "Birth of a Salesman" that has a unique spin that shows you proven sales principles designed to birth in you the top producer you were born to be. If you would like to strengthen your sales skills, go to https://www.amazon.com/dp/B00ICRVMI2/ref=cm_sw_r_tw_dp_yGXKtb0G

Heady posts for "Consult Carson" serving as the "Dear Abby" of sales and sales leadership. You may post any question that puzzles you regarding sales and sales leadership careers: interviewing, the sales process, advancing and achieving. You will also be directly contributing to his third book, "A Salesman Forever."

Question submissions can be made via LinkedIn to Carson V. Heady, this Facebook page: https://www.facebook.com/pages/Carson-V-Heady/125078150858064?ref=hl , Twitter via @cvheady007 or e-mail at [email protected] or you may post an anonymous comment as a reply to my WordPress blog at the bottom of this page: https://carsonvheady.wordpress.com/the-home-of-birth-of-a-salesman-2010-published-by-world-audience-inc-and-the-salesman-against-the-world-2014/