Focus On The Hard

Question Mark

There are many tasks in sales and some you naturally attract you; organizing your desk, preparing your script, going on cold calls, tidying your contact data or schedule . These things are all well and good UNLESS you’re doing them to avoid real work. Ask yourself “What do you dread doing?” Ask yourself , what are the things you find hard to do and then consider that maybe, just maybe that’s where you’re failure lives?

Take a moment and look inward. Do you have any suppressed self-destructive traits or childhood hang-ups that are roadblocks to promoting your dream? Are you putting yourself out of business?  Today, focus on one thing you avoid. Put it on the top of your to do list. Do it right now!

See the world as it is
Focus on the hard
until the hard becomes easy.


Making the Hard Easy

Nothing in the world
is as weak as water.
Yet for dissolving granite mountains
nothing can surpass it.

The soft overcomes the hard;
the easy overcomes the difficult.
Everyone knows this is true,
but few can put it into practice.

Therefore the Master Seller
Remains cool under fire.
Prepared they are ready for all objections.
Because they have stopped avoiding work
their work gets done.

See the world as it is
Focus on the hard
until the hard becomes easy.

Assessing Failure

Sales professionals come from many backgrounds: accounting, engineering, teaching, corporate America – careers that have not required phoning strangers, shaking hands and smiling when you don’t feel like it. Now you must.

It is not easy to taste success if economic conditions, shortage of money, aggressive, even unethical, competitors, and your own weaknesses conspire to bankrupt you. But if you’re going succeed as a Master Seller it maybe time to stop placing blame on others and focus inward on what you can do to hone your craft. Do you have any suppressed self-destructive traits or long-time hang-ups that are roadblocks to promoting your success? Are you putting yourself out of business?

Right now, ask yourself if there was one thing you could do to improve your success rate, what would that be? Ask yourself What have you been avoiding and putting off? Quick now, what’s the first thing that comes to mind with these questions?

Right now, say it out loud……..

This is awareness.

Learning from Failure

Poster for LearningA lost sale is a failure
And  an opportunity to learn.
If you blame someone else
Or the circumstance
There is no end to the blame.

Like the seasons
Deals are won and lost.
Make failure the  opportunity to start again,
Yet this time more intelligently.

The Master Seller
Meets their own obligations
Corrects their own mistakes
Doing what they  need to do
Demanding  nothing of others.

Exercise of Ownership Language

Question MarkGetting a prospect to generate ownership language is crucial for advancing the sale. Again consider the question “What would you do if…” and let’s see how you can apply this question in real life.

List three benefits that differentiate your product or service from you competition or the status quo. For each of these benefits create one or more “What would you do if” questions. During a sales call, the moment will arrive and you will have the opportunity to ask them if they can see the benefits of a part of your solution, e.g. “Can you see how this is faster?”. When they say “yes”, you will ask  “What would you do if you had more time?”  Patiently wait for their answer until they start describing what their future would look like if they had your solution.

The Master Seller is infinitely patient, asking questions, allowing the sale to precede at its own pace.

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