I know what you are thinking. It’s when we shake hands, complete the paperwork, deliver our products or services to our clients. Or for the straight commission salesperson, it’s when the check clears and payday comes. All too often, as professional salespeople, we only look at the end and not the process of getting there. Not every sales call, phone conversation or proposal results in a sale. I wish that was not the case, but that’s the reality we face as salespeople.

I recommend approaching the sales process as a series of objectives that need to be accomplished along the way to completing a sale. Start out by asking yourself this question “What is the objective of this sales call, meeting, or conversation?” If you accomplish that objective, you have just earned a WIN!!

It’s a mindset that top sales professionals have mastered (my opinion from observation).

Top salespeople understand the importance of staying on track, staying motivated and understanding that a successful sale just doesn’t happen on its own.

There were countless WINS along the way.

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