Athena Captain

When You Feel Like You're Failing in Sales

Dec 6, 2018 9:36:00 AM / by Athena Captain

If you’re like me, some days you feel like you’re losing. Like you’re failing. You’ve made dozens of prospecting calls, and you’ve been rejected every time. Like nobody wants to meet with you, nobody wants to buy from you, and you’re starting to wonder what in the heck you’re doing wrong.

Athena - Blog - Born to win

Guess what: the voice in your head telling you that you’re losing - failing - is lying to you. It’s as simple as this: you were born to win.

The Secret to Winning

Here’s the secret, though: to win, you have to plan to win. Prepare to win. Expect to win.

Put a simple, measurable prospecting plan in place. Follow it diligently. Some days it will feel like you’re never going to make another appointment with a qualified buyer.

That’s perfectly normal.

So, how do you keep your negative emotions from stopping you?

Find success in doing the behaviors that you KNOW produce results. You’ve made the sale before, right? You know what works and what doesn’t, right? Keep doing what works.

Here’s how you do it:

  • Set a goal for how many conversations you want to have with prospects today.
  • Sit down, close your email, facebook, and put away all the distractions. Make the calls.
  • Don’t stop until you’ve had the number of conversations you committed to.

It doesn't matter how any of the conversations turn out. It matters that you have them. 

Did you make the calls? Have the conversations? Yes?

Then you’re a winner today. You did the hard work. The success is in the behavior. The results will come - there’s no way they can’t.

Celebrate the wins. You were born to win.


Topics: Athena's Prospecting Secrets

Athena Captain

Written by Athena Captain

Athena Captain is Director of Sales and Marketing at Turner & Son Homes, where her passion is building a referral-based company in a niche market. She has helped create a business model that allows Turner & Son Homes to become the “concierge” of building on land in Oklahoma. Athena has successfully led sales teams within retail, banking, and finally bringing her talent to bear in the construction industry. Athena has developed a prospecting system while at Turner & Son Homes that allows any sales professional to become a referral magnet. She will share her system in her upcoming book The Making of a Rainmaker, soon to be released nationwide. With the launch of, she hopes to help other sales professionals, business owners, and companies apply her proven systems to increase revenue through referrals. She was honored to be a finalist for Edmond Woman of the Year in 2014. She is active within her community as a Board member for Oklahoma Family Network, and she is on the Leadership team of Savannah Station Equine Therapy Program.

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