In sales, there aren’t stadiums of fans cheering your name and wearing your jersey or Roman Coliseums with thousands of screaming people.
Heck, for most of us, our big sales events are a telephone call, an email, or at best an office visit.
So, how do you get your mind right to bring your “A” game?
For me, all it takes is a clip from Chris Farley’s Tommy Boy to get me psyched. We’ve all seen the movie (and if you haven’t and you’re in this business, you HAVE too.) The part I’m talking about is when Tommy is in the middle of his pitch and is interrupted by his prospect saying, “There is no guarantee on the box. My customers need a guarantee on the box.” Even if you’ve seen it before, click to watch below:

We all face the guarantee on the box issue in one way or another virtually every day. If you’re on your “A” game, you’ll overcome it whether it’s a parts issue, availability, or the guy down the street is cheaper. And if you’re not prepared, then the guy down the street will be.
I’ve heard of people listening to the Rocky Theme, or reading a famous quote before going in to make the sale. Whatever gets you in the right mind set, look around and find it. Most of the time, you get one chance to make the sale before the customer moves on. After all, I can get a hell of a good look at a T-bone steak by sticking my head up a bull’s a#!, but I’d rather take the butcher’s word for it.

In his first Reman University article, Luis Torres, aka The Cataloging Cowboy, takes a moment away from our online catalog to share what gets him psyched and ready to make the sale. What do you use to get in the right mindset? Share below or with Luis directly.