Confidence When You're Losing

Have you ever felt like everyone is winning but you? That person sets 50 meetings a week. That one over there... always does at least 150% of their quota.

You are trying to do everything right. You do plan your day. You do get your activities in. You are pushing in all the right places BUT sometimes it works and sometimes it doesn’t.

Truth is… NOT always winning is normal. Anyone who tells you that they show up puts in some effort and it always works out is lying.

Sales are never 100%. You can do ALL the right things and you will never get 100% perfect results.

The difference between the average and the great is one crucial thing… the great keep going and still believe in themselves even when all signs point to they should give up.

Let’s look at some NBA greats and give an example. You pick whoever you want… Michael Jordan, LeBron James, Kobe Bryant (RIP), Steph Curry.. pick the one that you love most.

It’s an OFF night for Steph Curry (You fill in with your fave). As in he hasn’t hit anything the entire night. Not just off… like really off. He’s struggling to hit the broad side of a barn. BUT the defense is playing well and other players have stepped up so they are still in the game.

There are 5 seconds left in the game, the Warriors are down by 2 with the ball and there is a time-out. My boy Steph Curry is saying give me the ball… let’s win it right here.

Pause… this is where the good and the great separate. The good player thinks about all the misses they have had all night. They want the ball but their mind is more focused on all the misses. The GREAT… forgets the misses and focuses on what’s in them and who they are. Steph Curry is a winner. He is confident in himself and has no hesitation when he gets the ball and puts it up.

Will he always make the game-winning basket.. NO! Does he have confidence in himself Every. Single. Time. YES!!!

So what does this mean for you in sales? Just like your favorite athlete, you have to put in the work. You don’t just show up on game day and expect the same results as the one that is putting in the time.

Next… figure out your way to be mentally tough. Sometimes that means putting on the blinders and staying focused on yourself. It also means, don’t give so much energy to failure. I know sometimes we want validation but if your whole focus is on failure… surprise you are going to see more just like it. Find ways to believe in yourself when things aren’t going your way.

When it’s time to get the win… believe (just like the game is on the line) that you have it in you to win. Not hope it goes in… believe it will go in. Have that confidence that you can say “Coach, give me the ball. I got this!”