Our post last Friday, “Lights out – Guerilla Radio – turn it up“, discussed where in the sales cycle the desire to win can really help you close business (hint: it’s when something happens to delay or slow the sale).
I was also recently reading a brief but interesting post from Maren Kate, “I Refuse”, and her approach I felt was worth sharing as it ties in nicely (and definitely check out her blog Escaping the 9 to 5).
All successful sales people need a way to get themselves over the difficult times. A strategy, an approach, a mantra, or the right attitude.
It really can be as simple as one of the following:
- Do things faster!
- If you think you should call at the end of the week, instead call on Tues or Wed.
- Give hard dates for everything (demos, calls, evals, quote expiration etc)
- Play “Ask the prospect”.
- If you are not sure who is wining ask “Who is your top choice at this point?”
- Deliver true value.
- Stay in touch
- Mix it up with calls and emails
- Ask questions that the prospect will value
- Ask the hard questions without delay
- Collaborate with the prospect on finding solutions (which may or may not include what you are selling).
And whenever a sale gets difficult ABSOLUTELY repeat the following to yourself:
“I refuse! I refuse to lose!”
