Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Sales Success Principles
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
Mohd Zeaur Rahman
“People often say Motivation doesn’t last, well… neither does bathing, that’s why we recommend it daily.” Zig Ziglar
“The man who has confidence in himself gains the confidence of others.”
Motivation sits behind discipline. It’s hard to be disciplined when there is no motivation. The more difficult something becomes, the more we don’t like what we have to do. Then more motivation we need to be disciplined. Motivation is like a fire. Unless we keep adding fuel, it dies out. Fuel to good sales professional is feeding the mind with positive thoughts on a daily basis with clarity of his goals or sales target.
In year 2009 I was working in UAE in Sales. Because of recession almost all of the construction sites were slowed down and lot of ongoing projects were stopped. Every morning it was very tough to decide to whom I call and to which customer I will meet. As I was dealing product related with construction industry and it was badly hit by recession. Lots of small and medium size company was closing almost on daily basis. During meeting we hardly discuss about the business. Even the purchase managers and workshop managers were not sure about their jobs. Those days were very frustrating especially for sales professional. Every company was downsizing and reducing their employees. I know my biggest challenge was to keep myself motivated. I purchased some audio CD which was related with sales and motivation. It was very useful for myself to keep motivated. Also I enrolled myself in evening MBA course from S P Jain centre of Management, Dubai. Because I developed habbit of listening audio books during my travelling and also I used to attend evening classes I got more skilled in my day jobs which helped me to retain my job.
We introduced some new products which were value for money and it worked. It was very nicely said by Winston Churchil “The optimist sees the opportunity in every difficulty.”
Some people stop working the moment they meet their quota or target because they only want to keep their job, they are not internally motivated. To a good sales professional, every sale is exciting. It gives them instant high of gratification.
You must make every effort to ensure that the mental influence around you are as positive as possible, just as you would only eat really healthy foods if you wanted to feel the best about yourself physically. If you watch negative or violent television programmes, it affects you at an unconscious level and makes you a more negative person. If you read unconstructive material in books, magazines or newspaper, it fills your mind with mental garbage that can demotivate you and make you more easily discouraged.
You must choose your friends and associates with care. As Zig Ziglar says, “You cannot fly with the eagles if you continue to scratch with the turkeys.” Get around positive people. Socialize with folks who are positive and who have goals for themselves and their work. Only spend time with people who have virtues that you admire and want to emulate. Meanwhile, get away from negative people. Avoid those who complain and criticize much of the time. Especially avoid joining in when people start complaining about their work or about other successful people.
The easy steps to keep you motivated are:
? Determine goals.
? Maintain a positive attitude.
? Leave personal problems aside.
? Upgrade your knowledge and skills.
? Be passionate.
? Decrease or eliminate energy drains.
? Practice self talks.
? Confront challenges and fears.
? Acknowledge and reward success.
“You were born to win, but to be a winner; you must plan to win, prepare to win and expect to win.” Zig Ziglar
“Talent without discipline is like an octopus on roller skates. There’s plenty of movement, but you never know if it’s going to be forward, backwards, or sideways.” H. Jackson Brown, Jr
You can achieve almost any goal you set for yourself if you have the discipline to pay the price, to do what you need to do, and to never give up. Self discipline is the ability to do what you should do, when you should do, whether you feel like it or not.
Thus self discipline is the key to personal greatness. It is the magic quality that opens all doors for you and makes everything else possible. With self discipline, the average person can rise as far and as fast as his talents and intelligence can take him. But without self discipline, a person with every blessing of background, education, and opportunity will seldom rise above mediocrity.
Just as self discipline is the key to success, the lack of self discipline is the major cause of failure, frustration, under achievement and unhappiness in life. It causes us to make excuses and sell ourselves short. There is direct relationship between self discipline and self esteem. Self discipline is the key to self esteem, self respect and personal pride.
Zig Ziglar nicely said that “You were born to win, but to be a winner; you must plan to win, prepare to win and expect to win.” Self Discipline is the bridge between goals and accomplishments. It is the distance between your dream and reality which you have to cover if you want to accomplish your goals.
H.L.Hunt, owner of more than two hundred companies and at one time the richest man in the world, was once asked for his “secret of success”.
He replied, “I have started and built hundreds of companies. In 5o years of experience, I have found that there are only two things necessary for success.
* Decide exactly what you want. Most people never do this.
* Determine the price that you are going to pay to get what you want and then resolve to pay that price.”
The difference between “who you are” and “who you want to be” is “what you do”. No one can motivate you. Until you motivate yourself. With self discipline, the average person can rise as far and as fast as his talents and hard work can take him. But without self discipline, a person with every blessing of background, education, and opportunity will seldom rise above mediocrity. Choice is yours!
About the author