Close big deals without lowering the price!

The biggest mistake sales leaders can make, which costs the business millions of dollars and also team members leaving, is lost momentum, and lost believe. And by the way, if you’re a sales person, guess what else you are? You are a leader too, because you’re making an impact on the culture around yourself.

Think about how most people start their day. They get into an argument with their spouse, boyfriend, or girlfriend. On their way to work they’re stuck in traffic or in the worst case they miss their train. As they arrive at work they’re already not in the mood.

If a leader doesn't know how to get everybody to start strong early in the morning, the day starts off on a weak note. Which sets the tone for the rest of the week. Agree? You can do this, for example, with a motivational quote, a strong text or by having a visionary meeting. Whatever it is, it´s crucial to figure out a strategy, that allows people to start their day hungry, motivated and with a clear purpose.

See, our habits and beliefs are the source of the way we act, how we come across to others and essentially what we achieve. If we want to make significant quantum changes in our life we need to work on the fundament.

If you want to build big, work on the fundament.

Why dialing thousands of calls, scheduling hundreds of meetings, going through uncomfortable rejections and the sheer pressure of forecasting accurately? People love a vision and because they want to understand why they´re putting in this immense amount of effort, it is crucial that you communicate it top down. From leaders to executers. What you achieve is a winning culture, a culture that sets the stage for positive attitudes, high expectations, and successful performances.

This message needs to be drilled, day in day out as it functions as the oxygen of the winning culture.

In sales, you need to take so much action to generate results, because initially most of us do new business; we do outbound. People hate it when I say it, but I’ll tell you one thing about sales. It is 100% proven that anybody can make it in the world of sales because it’s purely a mathematical formula. But when the results don’t display, which often happens due to lack of effort and activity, they quit. They tend to blame their industry, to say it doesn’t work for them, even though it has for hundreds of thousands of others. It’s not that it doesn’t work. No, you simply have the habit of quitting.

After studying a vast amount of different people over the years, I've noticed that a lot of times people stay in their lows too long. For instance, someone lost a big deal, they go into a depressed state and stay in the depression for too long. They think things like:

I'm not a good person. I'll never make it in sales. I'm a loser. I may as well quit.

Instead of working on the next thing, the problem here is, no calls are made, the pipeline is empty, they´re running out of projects. They mourn the loss for way too long, and that becomes a trend in their business. Do you know what this does? It drives people nuts. The key is to go up, celebrate your victory quickly, and then come back to normal again. Because you´re still not walking on water. And the key is when you find yourself in the midst of chaos, to get back on your feet and recover quickly.

In order to achieve bigtime in sales, it's never a good idea to spend too much time focused on either the highs or lows of business. The customer doesn't care how much you know until he know how much you care. Happy selling, Roland