The Common Denominator is You

Are you not seeing the kind of numbers you want to see? It’s not the clients fault, it’s not that the product sucks, it wasn’t “the wrong time.” What was the common denominator in every failed sale? YOU were! It’s high time you recognize that.

What have you done today to make yourself better? Find a podcast, a book, a mentor. If you don’t devote time to improving yourself and your toolbox failure is inevitable.
Hold yourself accountable.

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Play the Long Game

Working in sales is like going to the gym. Everyone has that one friend that complains they aren’t losing weight, they’re not seeing results, they must juts have a genetic predisposition towards excess body fat. Yet this same friend goes to the gym twice a week, and when they do get there they spend more time changing the channel on the TV screens than actually working out. Working out is a grind. You need to show up, you need to put in the work on the front end, and you need to put in the work behind the scenes. Eating right, kicking bad habits, not allowing outside influences to change your course.

Sales is the same damn thing! Everyone lives for the sexy commission check, but very few people want to put in the work. If the checks are the washboard abs cold calls are the pushups of the sales world. Getting hung up on or told to take a hike over and over again sucks at first, but the more you get used to it and the more progress you start to see the more you realize “Holy shit! This actually works.”

But just like the gym, that’s only half the battle. Now you’ve got to master your follow up. Make sure that those prospects remember who you are. Are they interacting with your content? What do you have that would add value to their lives? Do your research! Sometimes that means working more than eight hours a day, but the work that you do today is not going to pay off tomorrow, or the next day, but this time next year when you’ve got a full docket of clients and your friend is still shaking their beer gut in the bathroom mirror you can come let me know if it was worth it.

You’ve got to be able to play the long game.

Dump the prospect

Breaking up is hard to do…man I love cliches.

If we are being honest with ourselves we know fairly quickly whether something is going to work out in our favor, right? So why do we insist on dragging out something that is clearly going to fizzle before the nightcap?

There’s clearly no spark, but for some reason you just can’t let go. Because admitting that we’ve failed sucks more than allowing ourselves to continue to live in the delusion that we can make it work if we just try a little harder; maybe make those changes we’ve been promising we are going to make.

But think about how awesome it would be if the very next day you finally find someone you really connect with. You’re laughing…they’re laughing…and boom…commission check arrives a week later.

That’s never going to happen unless you learn to dump the prospect.

 

Be A Spammer

Look, I get the general sense of loathing that comes along with the word “Spam.” Hell, our mailboxes even have a folder labeled “Spam” where it filters all the crap that it thinks we don’t want to look at.

But let’s think about this for a minute…all spam is is the mass dissemination of the same piece of content. Isn’t that exactly what social media is? Am I wrong here? I mean shit…If you don’t put it out there who’s gonna see it?

We recently had a prospect turned client who legitimately said “Man…I never responded to your outreach because I thought you were just spamming me!” to which we replied:

“We were!”

“How the hell else did you expect us to get in front of you?”

What is a cold call if not a contained piece of spam? Don’t you make the same call over and over and over again until it yields results? In today’s world of content overload it is simply par for the course. If you want to be in the game you need to get in front of your audience. Make the calls, send the emails, gain front of top of mind awareness. You know what that means for you?

Be a spammer!

 

Assume the Damn Sale

Unless your product sucks people want to buy it. The idea that if you come into a conversation assuming the sale you are “playing hardball” or “going in for the kill” drive me up a wall. Why the hell would we be having a conversation with a prospect if they weren’t either A) Mildly Interested or B) A damn good fit for our product (in the case of a cold-call).

 

In my humble opinion if, in the sales conversations you are having with a prospect, it feels like you are trying to convince them of something it is not going to end well. You need to bleed confidence in your product. These people are coming to you because you offer the solution to their problem. They need what it is that you have, and all you are doing is making sure your product delivers. There is nothing sleazy, nothing unethical about this practice. Your confidence is transferrable, and when the prospect feels that they are infinitely more likely to move forward.

 

Assume the damn sale!

Who the hell still uses Internet Explorer anyway?

“I swear to God Barbara if you tell me one more time that you followed my directions exactly I’m going to drive across the country and snap your laptop in half. If you followed my directions we’d have fixed this problem by now…and by the way…. who the hell still uses Internet Explorer?”

 

Customer support can be a real joy, but unfortunately it is arguably the most important part of any successful sales position. In today’s era of instant gratification it is even more important that customers be able to either resolve their issues on their own, or with as few phone calls or emails as possible. This is where you need to be on the offensive. If you don’t have a procedure in place for how you are going to handle the vast majority of problems that are going to come up the probability of losing clients just because they can’t get an issue resolved will skyrocket.

 

Being able to collect as much information from your clients as quickly and efficiently as possible when your clients have an issue will prevent you from having to go back and forth with them multiple times. I promise you that if they have to send you more than 2 or maybe 3 emails your client will be pissed. Apart from this you also need to either be an expert in troubleshooting whatever you’re selling, or be able to get them in touch with an expert immediately.

 

If you can’t fix your own problems you’ve already lost.