“When you are in the Valley of Despair, it is the best place to be because what I’ve seen over and over and over again when people in the Valley of Despair is huge success right around the corner.” – Ian Koniak in today’s Tip 1568
Are you in the Valley of Despair?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Ian Koniak and a video from his YouTube channel. Listen to this:
Ian Koniak: If you are a sales rep and you are doing all you can to close the deals you want to close. You’re working a full day every day. You’re focusing on RGA’s, you’re trusting the process and you’re not seeing results right now. And you are in a place where you’re starting to question yourself. You’re starting to have doubts, you’re starting to ask, do I have what it takes? Your confidence is low. I’m here to tell you that what I see all the time with hundreds of coaching clients that I work with, I call this the Valley of Despair.
When you are in the Valley of Despair, it is the best place to be because what I’ve seen over and over and over again when people in the Valley of Despair is huge success right around the corner. Huge success. You see, in order to experience the biggest triumphs, we must go through a period of time where we question ourself, where we doubt ourself, and where we are being tested. The universe and God does this for a reason. I’ve seen it with myself. Before I became number one at Salesforce, I missed quota three years in a row and I was so close to quitting. I’ve seen it with Tanver, my new head of sales. He missed his quarter and he was so down on himself. And I said, You needed this because you need to trust the process. In the next quarter, he crushed it and made Presidents Club that year before coming to work for me. And I just had a coaching call with a woman who’s a client, and she was six months of not performing. She came back from maternity leave and she’s done everything she can. She’s showing up, she’s doing her morning routine, she’s working out, she’s a new mom, and she’s trying her best, giving all she can. And she had this place where she’s like, I’m doubting myself. I don’t know if I can do this. I don’t know if I’m doing the right things. I trust the process, but I need a win. I need to feel it. I need to see it. Because she was in that moment of self-doubt, that moment on that Valley of Despair.
And I told her, I am so glad that you’re in pain. I am so glad that you’re feeling this because you have to feel it before the triumph comes. I’ve seen it literally dozens of times with the top elite performers. They get to a place where they reach a rock bottom and then boom, success comes in droves and waves. So if you’re feeling down, if you’re feeling like you’re doing all you can, I’m telling you, you’re exactly where you need to be. But if you quit, if you don’t stay the course, if you don’t trust the process, you will not reap the reward which is coming to you. I’m telling you, it’s called the hero’s journey. It’s the valley of despair before the triumph. It’s that low point. If you ever watch a movie, it’s usually an hour and 10 minutes, an hour and 20 minutes. There’s this dip. There’s a low point in the movie where everything’s gone wrong and then all of a sudden things turn around. The same thing applies to sales. I can’t explain it other than to say it’s one of the laws of the universe. It’s god, it’s whatever you want to call it. But we are always being tested. When we are tested the most, when we are in times when we are being tested the most, that is the time when good things are coming right around the corner. But you must have faith.
Faith means trust in the process, even though you may not see a light at the end of the tunnel. So if you know you’re doing all you can, you’re doing the right things for the client, you’re showing up, you’re working a full day, you’ve eliminated your bad habits and your distractions and you’re still not seeing results and you are down on yourself right now and you’re questioning everything, I’m telling you, that is exactly where you need to be and really good things are coming. I’ve seen it, but you got to stay the course. I’m Ian Koniak and I will see you next week.
Scott Ingram: For links to connect with Ian and to his YouTube Channel, click over to DailySales.Tips/1568. On that page, we also have the link for you to register for this Friday’s Webinar Series where Ian will be going much deeper in his talk about the Mindset of Sales Champions. Do us both a favor and get signed up, and then, come on back tomorrow for another great sales tip. Thanks for listening!