The grind of the daily dials. The deep valleys of no deals that
lessen the spirit day by day. The
endless routine of calling all those Shirleys and Bills of the world. It’s enough to make you put down the
phone, pack up, and never return.
But let’s not get too dramatic.
Inside sales is a job just like any other. There’s going to be dry, uninspired periods, when the light
you seek from the outside is not there.
Instead, it’s time to look inside and change a few things.
most jobs, you can become someone else in sales. Becoming another “character” is an excellent way to get out
of a rut. When things start
getting a little heavy, mix it up, become someone else. Use an internal alias.
do this you don’t actually have to change your name when calling Bill the
decision maker. This is an
internal makeover where you can borrow bits and pieces of personality and
diction and attitude from characters—real and fictional—that you’ve admired over
talking with Bill mix in lines from the books and movies you love. If he happens to “catch” you, make a
joke of it. Try to bone with him. I don’t recommend changing your voice
and imitating Don Corleone or Hannibal Lecter. That can get tricky and very difficult to keep track of, and
not to mention a bit strange. But
you can certainly emphasize words (i.e. “fantastic!” “tremendous!”
“outstanding!”) that are not normally part of your vocabulary. You’ll be surprised how liberating this
exercise can be.
are times when I play Jack Penrose.
Jack is unusually upbeat and believes everything is right with the
world. (People would call him a
bit na?ve.) He doesn’t get
embarrassed, leans toward self-deprecation, and is not afraid to say the
know, Bill, sometimes the sharpest people aren’t the ones who get it done. It’s the folks who believe in craft and
follow the straightest line. I’m
of the latter.”
is the eternal optimist. “Just
because it’s raining doesn’t mean the sun’s not there!”
important to keep detailed notes on your alter ego. If he/she is getting you decisions which are leading to
deals all the better. If not, try
to build on another character. And
remember, this is an exercise that is best used periodically. You don’t want to have to rely on this
“character” to make it through the week.
The exercise is meant to jump start your day, to help you get out of
your rut, and to lighten your load.
sales and cold calling is a tough job, and it’s easy to burn out fast. So give yourself a little time off and
let your alter ego take over, that way the job remains fun and the deals get