Luigi Prestinenzi struggled in his sales journey as well. His mom was great in sales and worked for Mary Kay, a global cosmetics empire. His mother won awards and was an icon within the company.
All the success, however, came to a halt when she suffered complete burnout. Luigi was seven then and he didn’t understand what was truly happening except that he saw his mom hustling and reaching her goals.
Fast forward to 23 years later, Luigi also fell on the same path. Everything was working well for him but all of a sudden, deals fell apart and they just kept falling through. It was the first time that he found himself in a challenging situation.
His manager talked to him one Christmas and he couldn’t focus on anything, not the festivities, his family, or the food. He questioned his life and his decisions and he started drafting his resume and looking for jobs. Despite that, he still went back to sales because it was his only option.
Like other salespeople who got disappointed and might have said the words, “I almost quit,” Luigi also quit – almost.
Luigi made a decision to triple his sales activity to make up for the last quarter. He realized that the best way to work through it is to change his actions and his mindset.
He listened to Paul J. Meyer, the founder of the Success Motivation Institute. It was a 50-minute combination of different talks and he listened to it every day in his car. All the talks he listened to prompted him to start his pipes running again. Six months later, he closed the biggest deal in his company’s history. He also won the global sales leader award across 60 countries for that organization.
Luigi’s father was a migrant and he’d always tell him, ‘first in, last out.’ People would argue about that saying that it doesn’t foster a smart working mentality. He did not question his work ethic, but he questioned his mindset on things. He needed to change it because he’d still face the same problems at some point.
There are a lot of salespeople these days who jump from one job to another every 12-18 months. They’re good in the interview process but the moment they hit a bump, they go to the next role. He didn’t want to be that person so he kept going.
The imposter syndrome kicks in at your lowest points but that feeling shouldn’t let you down. Even when you close a deal, you somehow still feel like you just got lucky.
You can only control your mindset and the way you approach the situation.
Break it down to image and pipeline.
Get these two done and the magic will happen. Do not focus too much on the scoreboard without getting the right mindset. If you’re not getting the target and you’re struggling, just go back to the foundation of success.
“I almost quit,” is fine but never say, “I quit.”
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.