Over the last month I’ve had the opportunity to engage in some very interesting conversations with some of our partners about selling.
What’s fascinating to me is what the conversations reveal about the mindset of selling, and how many of you are misleading yourselves when it comes to what is/isn’t impacting your level of success.
“Misleading myself? What do you mean, Mike?”
What I mean is that you are telling yourself comfortable little stories about why you can’t sell this, or you can’t sell that, in order to let yourself off the hook from getting results!
“Their prices are lower, so they beat me.”
“I don’t have X feature in my product, so they beat me.”
“My customers are tougher because they have gatekeepers.”
“The industry I sell to would never agree to that type of contract.”
I’m sorry to be so blunt, but so many of you need a swift kick in the ass when it comes to selling and your sales mindset.
HARD DOSE OF REALITY COMING:
For most of you, selling is uncomfortable, and so you look for every way to let yourself off the hook.
Holding yourself accountable to specific numbers is uncomfortable and difficult,so you look for every way to let yourself off the hook.
Admitting the above to yourself is uncomfortable and difficult, so you look for every way to avoid it and let yourself off the hook.
“Man, when did you get to be such a jerk, Mike?”
I don’t mean to be a jerk.
I’m just doing my best to look after you guys and tell you what you need to hear, and I’m not going to let you off the hook so easily!