Developing Self-Discipline In Sales

Selling should be fun. A ton of fun.

And not just for the seller, but for the buyer.

When you’re in a creative industry like we are, the sales process usually is creative in nature.

We find ourselves crafting an exciting, meaningful visual of the video before they’ve even signed the dotted line. It’s the equivalent of a car-buyer hopping behind the wheel for a test drive.

Both sides have fun.

In addition to the creativity, we’ve learned that many people are hesitant to do business with creatives.

“They can be unreliable,” they say.

“They don’t really follow through,” they say.

“They don’t really know how to do business,” they say.

And, of course, that can be true. But it can be fixed.

(Side note: That’s what we do here at CreatorsGroup. We handle all the parts of the business of making videos that the videographer doesn’t enjoy doing. Clients enjoy seeing the creatives at their best, while working with the more business-oriented people.)

There’s a creative aspect to sales. Definitely.

And with all things, there’s a pragmatic side to sales. You’ve got to have processes, documentation, follow-up, follow-through, initiative, etc.

If you find yourself in a sales position and you notice that your deals aren’t coming through, I think the first thing you should analyze is whether YOU are following through.

How many proposals have you promised to send? Have you sent them?

How many times have you told someone that you’d follow up with an email or for coffee? Have you followed up?

If it’s an emotional blockage that’s holding you back, get over it. Not a simple task, but a simple solution.

If it’s more a reflection of your lifestyle—I used to drink so much that my follow-through game was horrible—then change it. Some habits are tougher to kick than others, but others have kicked them. You can too.

And if it’s just because you’re fucking lazy, then at least you’ve identified the problem!

I hope this piece has motivated you just a little bit to keep at it, but keep something in mind.

Motivation is a feeling. It’s fleeting. It comes and goes just like every other emotion. Operating on motivation isn’t a great way to operate.

But discipline is a mindset. It’s a lifestyle. It’s a choice that you can make over and over and over again. And as much as discipline might seem like your worst enemy, it’s actually your best friend.