Hope is Not a Strategy for Selling (& Neither is Luck)

March 17, 2020

What a great day! For this lad that hails from the Isle of Man (great, great grandparents on dad’s side) it sure is fun.

Until the millennium, St. Patrick’s Day was never a big deal in Ireland. The whole fuss surrounding today was invented by ex-patriots around the world looking for an excuse to celebrate their Irish roots, not that there is anything wrong with that! So, today, we’re all Irish. Even with this crazy virus . . . we’ll all have the luck of the Irish today.

Once we get through this (& we will), it’s business as usual.

As soon as that happens, it’s back to Salespeople hoping to close more sales. Hoping she calls back, Hoping he replies to the email. Hoping the competition quoted too high. Hoping the buyer sends the P.O.

Too much hope. Not enough luck.

If you’ve been in sales for at least a week you know that hope is not a strategy for selling. You don’t “hope” yourself into success. Sure, you may get lucky. You may have a deal fall in your lap. Try explaining that as your sales growth strategy to your VP of Sales. “So, what will happen is… we’ll just get lucky again. And then again. It’ll be great!”

Hope is no strategy & there is not enough luck in the world for anyone to hit their sales goals this year. So, let this be today’s attempt at suggesting you follow a system for selling – a process. Your production department has a process. Shipping has a process. Accounting has a process. HR has a process. So why not sales?

We love the Sales Coaches’ Corner selling process. It doesn’t matter what process you follow – as long as you commit to it, stick to it, trust it & never veer from it. Your sales process should become a discipline that eventually turns into “muscle memory” for you.

Here’s a process for you:

Step 1. Identify an opportunity

We don’t take this step lightly (it’s the hardest step). AKA: Prospecting. Stop prospecting & see how far you get this year. Or, just hope for your phone to ring.

Step 2. Qualify the Opportunity & Get to Reality Quickly

Remember, this does not mean “they buy what we sell, so they are qualified”. This means qualify them for the reasons they will buy from you.

  1. No PAIN = No Sale. You know what PAIN is – question is: Have you ever uncovered it while qualifying a prospect (or current customer)? Ask: The 9 Knock-Out Questions (hit me up for them).
  2. THE MONEY CONVERSATION. No Money = No Sale. Your products & services cost money. You know that a discussion ahead of time about how much it costs &/or their expectation of how much they will pay benefits you greatly. Then why do you often not bring it up, hope they don’t bring it up & hope they ignore the number on the bottom line & just buy from you? Ask: What kind of budget has been set aside for this? Or What are you planning on spending for this?
  3. THE DECISION MAKING PROCESS.  No understanding of the Decision Maker(s) = No Sale. You know there is always a certain person (or people) who make the decision to buy what you sell. Ask: When it comes to decisions like this, how does it work here, & who is involved? Or, hope she’s the right one…

Step 3. Manage Expectations

Selling is nothing more than understanding what happens next – throughout the entire selling process. Get comfortable being the “quarterback” & setting the expectations. This is where you take subtle control. Not over-the-top control – subtle. Nobody likes to be controlled (at least not the people you sell to).

Step 4. Present, Propose, Quote (or do whatever it is you do to show your solution)

This step is what most salespeople know & love (product knowledge, technical talk, features, benefits, etc.). It is almost ALWAYS done to soon – especially if you are not using a selling process. Good news is: You do get to present, propose & quote as long as you have set crystal clear expectations & the opportunity is qualified (for PAIN, Money & Decision) prospect. Not before.

It’s easy to hope. It’s fun to get lucky. It’s hard to follow a process. So, you pick. Is HOPE going to be your strategy this year? Feeling lucky, enough? Well, are ya?

 

5 Times You are Acting too Nice in sales (adding NO VALUE)

March 3, 2020

Who wasn’t raised to “Be nice to people?” Growing up, how many times did you hear, “Don’t do that, you be nice to your brother or sister?” Your mom or dad often said, “That’s not nice, say you’re sorry.” That’s just good rearing. The kind of advice that you’d get in any parenting book.

So, when you got into the sales profession, there’s a good chance your mom or dad stayed with you (right on your shoulder) whispering to you, “Be nice, your prospect has feelings too.” And you did. And you do. You go on with your daily sales grind with the “Be nice to people mantra” ringing loudly in your ear. And it works. You’re nice. Most people would say you’re one of the nicest guys they know. “Yeah, Ryan, he’s a great guy. One hell of a guy.”

Ok, so have you ever wondered why you are getting out-sold?

Why is it that the “great guy” isn’t winning all of the deals? How can that other guy get the deal… I’m a lot nicer than he is?” We’ve got news for you (& it’s not even news – it’s been a fact for thousands of years). Nice guys finish last.

Hold on. Don’t take it literally. Clearly there are plenty of nice guys that aren’t always coming in last place. You understand the cliché. You also agree with it. You are living the cliché.

Let’s clarify. When we say, “too nice” we mean “overly nice, overly friendly”. Think of the constantly up-beat guy, ridiculously positive & over-the-top with his willingness to accommodate. The gal that continuously says YES, smiles incessantly (uncomfortably so) & drips with benevolence.

Great qualities for a Wall Mart greeter. Fine attributes for your 8-year old child’s summer camp counselor. But for a salesperson – not so much. Why do salespeople feel the need to go out of their way to be too nice & overly-accommodating to prospects & customers? It’s their nature. They think it’s helping their cause. NOT!

This does not suggest that salespeople should be mean, rude or obnoxious (as if we even have to mention that). In no way are we suggesting you be disrespectful (ever). It is only to suggest that when you go out of your way to accommodate, answer questions, help, be nice, etc. you give your prospects the power (& make your job harder). You put your customers on a pedestal that they don’t really belong on (& it’s tough to get them off of it).

In 2018 our prospects & customers have to see us on their level. They need to know that we can help them get where they want to go. This is next to impossible to do if we are in “awe” of them – if they are on that pedestal.

5 Times You are Acting too Nice in sales (adding NO VALUE):

  1. You find yourself saying YES a lot. There is no value to anyone when you are yessing them all the time. Tame it down.
  2. You say GREAT or AWESOME or PERFECT a lot more than you do in “real life”. Seriously? Nothing is that great, awesome or perfect – ever.
  3. You constantly respond with THANK YOU. My mother taught me that a THANK YOU was never inappropriate too. But not all the time. It’s too much too often.
  4. You smile too much & get excited on sales appointments. C’mon. Act like you’ve been there.
  5. You apologize too often (way more often than at home). When you over-apologize you weaken your position. Fact of life.

Sales is a tough gig. There’s no need to make it harder by giving your prospect all the power. The trick is to let them think they have all the power, but you maintain subtle control – that’s the art of this profession. But don’t do it by being way too nice (or pandering).  Do it by asking good questions. Do it by being the expert that you are. Do it by professionally selling.

Professional salespeople ask tough questions in a nurturing manner. Rarely (if ever) do they have a smile on their face when they are asking a tough question. Your prospects problems are nothing to smile or laugh at. It’s a discipline (&, yes, sometimes it’s an act) to stay focused & listen. Be on their level. Be there with them.

Act like you’ve been there.

 

Get to Reality Quickly!

February 18, 2020

In sales there is no better advice than to get on with it (or get off of it) as soon as possible.

How much time do you spend on opportunities that never pan out? How much time & how many brain cells get toasted spent hoping a deal comes through. How many real opportunities get passed by because of the time, money & emotion you have invested in your pipeline? C’Mon we all know there is no HOPE! Besides, hope a brutal strategy for selling.

You have got to get to reality quickly in this business. Plain & simple. Make it a point to qualify & disqualify with cat-like quickness to stay relevant & be successful in sales. Sometimes it hurts.

Hurts? The very fact that an opportunity is “dis-qualified” rubs many salespeople wrong. “You mean to tell me they don’t want what I have? That’s preposterous! I’ll show them. And what happens? Joe salesperson shows them, that’s what. Proposals, quotes, testimonies, education, trials, demos, literature, blah, blah, blah!

  1. HUGE WASTE OF TIME (if they are not qualified).
  2. GIGANTIC MISS-USE OF RESOURCES (if there is no fit)
  3. INCREDIBLE CASE OF LOOKING BUSY WITHOUT GETTING ANYTHING DONE (if they will never buy from you)

All because one of the simplest concepts in life (let alone sales) is not being followed. GET TO REALITY QUICKLY!  How many of you would stalk a guy or gal that clearly was not interested in you? Would you call them every day, camp out on their door-step, refuse to take NO for an answer? Of course not! We have a word for those people – – STALKER!

Why, then, do you feel the need to act the stalker in your business life? I know it hurts. Get over it.

The moment you start getting to reality quickly with your prospects is the moment you begin to take control of your sales opportunities – & it feels great.

How?

  1. Pay Attention & Be disciplined: In hockey they call it “head on a swivel”. Until you know better it’s OK to play defensively. Lean on history & be honest with yourself. What usually happens when this happens? The last 10 times we did this… that happened… Seriously, if they have an 8-year relationship with their incumbent supplier what are the chances they will switch to you?
  2. Get comfortable with decisions. NO happens to be a perfectly good one.
  3. Set strong Ground Rules: Expectations between you & them as to what will happen. This holds true throughout the entire sales cycle. A great rule of thumb: Don’t do anything unless & until you know what’s happening next.
  4. Ask all of the qualifying questions (to uncover the three qualifiers):
    • The Problem (PAIN). Stop pitching features & benefits & start talking in terms of your prospect’s problems. Find out how bad life is without you. Learn what kind of trouble they are in. They hurt – you just need to find out where & how badly
    • The Budget or Money Conversation. Ask if there is money available to pay for your solution. If you are replacing an incumbent supplier, ask how much they currently pay. If it’s a new project, ask if there is a target price established. They may not tell you, but you have to ask.
    • The Decision making Process (who, who else & how). Ready? Can you tell me how you make decisions like this & who is involved? The decision making piece is a two-parter. Who (& who else) as well as how. 

You want to get to reality quickly in sales? That’s how you do it.  It isn’t easy. Your production department, your accounting department & your HR staff may think that it’s easy. But if it’s that easy why aren’t they in sales?

How’s that for a reality check?

 

Canned Sales Pitches are so 1980’s

February 4, 2020

Image result for al bundy shoe salesman

It’s 2020. In sales, if you are not THE BEST thing your clients & prospects have ever seen then why do they need you? Truth is, they don’t. There is not a person with any buying power, decision making responsibility or authority that needs another “salesperson” in their life. Yet, some salespeople still think they are in the business of “pitching”.

Pitching went out with Al Bundy on Married With Children. Sorry youngsters, he’s the stereotypical obnoxious, narcissistic, fast-talking, over-promising & under-delivering turkey of a salesperson. He’s the guy that makes it hard for the rest of us to make a living in this profession. Ever hear someone say, “I hate salespeople!”?  It’s Al’s fault.

Selling (& fashion) has changed a lot since the ‘80s. For some people.

Facts are:

  • Fact is: The majority of the people you call on already know “their problem” before you get there. Stop telling people what’s wrong & what you will do about it (how you will “fix them”). Spend more time building the relationship & helping them see what problems are coming around the corner. Canned pitches don’t help you here.
  • Fact is: Most of the people you call on already know about your company before you get there. There’s information available (despite what Larry the Cable Guy says, that interweb ain’t no fad) & these people get it. Stop telling prospects about you & what you can do. If you take nothing else from this blog STOP MAKING IT ABOUT YOU. Make it about them. How will you make their life easier? Canned pitches are all about you.
  • Fact is: You have competition. You don’t have to like it, but you do have to understand & deal with it. How many times have you gone in & educated your prospect enough to buy from your competitor (with your idea)? There is no worse feeling in sales. Canned pitches do a great job of educating.
  • Fact is: Your prospects know they have to do something. They need a solution. They DO NOT WANT to be pitched & “sold a bill of goods”. But they do want to buy. Help them buy from you. Enable them. Walk them through the process & manage expectations the entire way. It’s called professional selling. Canned pitches scream of “selling a bill of goods”.

Need a few more reasons to ditch the canned pitch:

  • When you pitch you make it all about the wrong person… you.
  • When you pitch you talk. When you talk you run the risk of saying the wrong thing.
  • When you pitch you don’t ask questions.
  • When you pitch you don’t build credibility.
  • When you pitch you don’t position yourself as a partner.
  • When you pitch you don’t learn.
  • When you pitch you are boring!
  • When you pitch you reduce yourself & your product to a commodity.
  • When you pitch you tell the prospect they are just like everybody else & your solution is just like everybody else’s.

Where’s the value there?

 

How was 2019? You Only Have Yourself to Thank . . . or Blame

January 21, 2020

Sales. How can you not love sales? One of very few professions where you sit back, look at the past year, feel great about a great year (or crappy about a crappy year) & have nobody else to thank (or blame) but yourself.

Sure, you had help. You have products & services. Yes, there is a production team, management, operations, engineering, accounting, HR, etc. You had help, no question. But, at this time of the year, who are you thanking? Better be you. You deserve it.

If you had a great year, by all means thank the most important person. You.

What if your year was less than great? What if sales were down? What if ‘19 flat-out sucked? Who are you going to blame? Better not be production. Better not be management. Better not be operations. Better not be engineering, or accounting, or HR. I got it. Blame the customer. Or better yet, blame your competitors!

No. Point that finger right where it belongs – right between your eyes.

Why is it so easy to take the credit when things go well, yet even easier to pass the buck when things go bad?

Enter #thesalespersonwhodoesnotholdhimselfaccountable. We all know that salesperson. It’s never her fault. It’s not his job. It’s not her responsibility. It’s not his problem. Somebody should have told her. She already did tell someone. He didn’t have time. Her account base is slow. His territory shrank last year. Her territory was too big last year. His key contact left the company. Her buyer got a promotion. And so on, & so on…

It’s comical how salespeople love the lime-light – when the light is limey. But, as soon as the light dims & the train falls off the tracks, they point their fingers faster than you can shake a stick (as grandpa used to say).

Pure comedy. Hate to break it to you, salespeople, but …  There isn’t a single person in your company that doesn’t know what you’re up to. Not one person. If you are quick to take the credit, pump your chest & strut around the office like a peacock, that’s great. Just make sure you are equally as accountable when things go the other way – & they always do.

Imagine the culture around the office if:

  • A salesperson admitted, “my mistake”
  • A salesperson said, “I was wrong”
  • A salesperson stooped so low to declare, “I was out-sold”
  • A salesperson actually said, “I should have done a better job . . .”
  • A salesperson proclaimed, “I need a better relationship with (insert name)”
  • A salesperson contended, “ABC company does a great job – I need to be on my toes”
  • A salesperson actually complimented operations, or production, or accounting, or management, or engineering, or HR

 That’s accountability. That builds strong cultures. But, for some salespeople – that’s too hard. Easier to blame.

It’s 2020. What’s Going to be Different this Year?

January 7, 2020

OK, we’re a week into 2020. You’ve had enough time to settle in. You’re grinding. Business as usual. Here are 3 questions for you:

  1. How “usual” will things be this year?
  2. Better yet, what’s going to be different this year?
  3. More specifically: What will you do this year to take your sales to the next level?

If you’re satisfied, coasting, or as a friend of ours used to say, “Livin’ large”, stop reading now & go back to doing whatever it is you do.

This won’t be one of those corny blogs that attempts to motivate you & tell you what a great year this will be. The motivation won’t work & making it great is up to you.

What we will do is ask: What’s going to be different this year?

If you are not happy in your sales role; if you are not making the money you want, what will you do differently this year to change things? Blame the leads? Complain about your territory? “Dog” the competition? Bitch about your management?

How’d that work for you last year? And the year before?

Nope. This year will be different (if you want it to be). This year you have the choice to hold yourself accountable – to point the finger right where it should be pointed – right between your eyes.

Whatever problem a salesperson is struggling with, you can bet big dollars that it can be factored down to the fact that he or she does not have enough opportunities to close business. This is because he or she does not “open” enough business. And this is because he or she is not prospecting enough. Almost every “sales” problem is a prospecting problem!

Look familiar?

  • Feeling pressure to lower your price? You probably don’t have any other logs in the fire.
  • Following up with a prospect enough to classify you as a stalker? You probably don’t have any other real good opportunities.
  • Spending all your time talking with lower level non-decision makers? You probably have a wide-open calendar.
  • Keeping a pipeline full of a bunch of low % opportunities. You probably have not opened any high % opportunities.
  • Spending all your time “farming” current accounts waiting for one of them to “place an order”. You probably have not called a new prospect since the Lions won a playoff game!

Enough already! Get out of your own way & start doing what you control? Your prospecting & sales activity.Break out of your comfort zone & start calling people & companies that buy what you sell to see what they are up to.

In the spirit of 2020, here are 5 things to do differently this year:

  1. Make an agreement with yourself call 15 new prospects per week
  2. Agree to ask 15 current clients (or friends) for a referral or introduction each month
  3. Stop “driving by” facilities that buy your products – stop into 15 this quarter
  4. Thank 15 clients for their business before St. Patrick’s Day (lunch is good)
  5. Dig down deep into your gut & find that 5 seconds of guts it takes to do these things

Or not. You can keep bitching about your boss – it’s probably her fault anyway.

 

 

 

Are You the Best?

December 24, 2019

A great question to ask yourself: If I am not the best thing my prospects & customers have ever seen, then why do they need me?  Fact is, they don’t.

We’re 8 days away from 202o. You know this: your products & services are better than ever. Technology is faster than ever. Quality is top-notch. Engineers are smarter & more talented than ever. Salespeople have to keep up with the herd. Are you?

Gone are the days when you can blame the customer. Trashing the competition is a thing of the past. Pointing fingers at your own company (production, engineering, etc.) will get you nowhere. It’s time to step up & be the best salesperson you can be. If you don’t, someone will. You know your best customers are your competitors #1 prospects, right? What are you doing about it?

You’ve got to be the best. If not, you will get run over!

Let’s identify a dozen ways we can show our prospects & customers we are the best thing they have ever seen:

  1. STOP waiting for someone else to do your job. Step up & engage.
  2. START being pro-active & bring solutions to your customers. If your customer is always the one identifying the problem, why does she need you?
  3. STOP making excuses for lack of results. Your manager doesn’t care why. Point the finger right between your eyes.
  4. START studying your industry. You should be an expert in your business, not just the person who says he is!
  5. STOP driving by facilities that use your products &/or services. Get out of the car & make things happen.
  6. START answering your phone after 5:30 PM & on the weekends (your competitors do).
  7. STOP sitting in the office & waiting for the phone to ring or an email to arrive.
  8. START getting curious & ask why or why not.
  9. STOP dishing out quotes & proposals to anyone that asks for one. Qualify those opportunities.
  10. START being anal-retentive in your follow-up. If you say it, do it – with cat-like quickness.
  11. STOP hoping that you get the deal. Set clear Ground Rules & manage expectations
  12. START being accountable to yourself & watch how much you grow.

Again, if you are not the best thing your prospects & customers have ever seen, then why do they need you?

They don’t.

The Twelve Days of Selling

December 10, 2019

Props, again, to Christy Seitz for this idea – The Twelve Days of Selling. Thank Christy for this one if you like it. If not… it’s all on me.

On the first day of Christmas, my sales coach said to me get to reality.

On the second day of Christmas, my sales coach said to me you are in the prospecting business & get to reality.

On the third day of Christmas, my sales coach said to me you can’t hit a goal you never set, you are in the prospecting business & get to reality.

On the fourth day of Christmas, my sales coach said to me stop making excuses, you can’t hit a goal you never set, you are in the prospecting business & get to reality.

On the fifth day of Christmas, my sales coach said to me you talk too much, stop making excuses, you can’t hit a goal you never set, you are in the prospecting business & get to reality.

 On the sixth day of Christmas, my sales coach said to me set stronger Ground Rules, you talk too much, stop making excuses, you can’t hit a goal you never set, you are in the prospecting business & get to reality.

On the seventh day of Christmas, my sales coach said to me ask tougher questions, set stronger Ground Rules, you talk too much, stop making excuses, you can’t hit a goal you never set, you are in the prospecting business & get to reality.

On the eight day of Christmas, my sales coach said to me stop talking to Carl the Clerk, ask tougher questions, set stronger Ground Rules, you talk too much, stop making excuses, you can’t hit a goal you never set, you are in the prospecting business & get to reality.

On the ninth day of Christmas, my sales coach said to me get comfortable talking about money, stop talking to Carl the Clerk, ask tougher questions, set stronger Ground Rules, you talk too much, stop making excuses, you can’t hit a goal you never set, you are in the prospecting business & get to reality.

On the tenth day of Christmas, my sales coach said to me please leave the office, get comfortable talking about money, stop talking to Carl the Clerk, ask tougher questions, set stronger Ground Rules, you talk too much, stop making excuses, you can’t hit a goal you never set, you are in the prospecting business & get to reality.

On the eleventh day of Christmas, my sales coach said to me ask for the sale, please leave the office, get comfortable talking about money, stop talking to Carl the Clerk, ask tougher questions, set stronger Ground Rules, you talk too much, stop making excuses, you can’t hit a goal you never set, you are in the prospecting business & get to reality.

On the twelfth day of Christmas, my sales coach said to me get out of your own way, ask for the sale, please leave the office, get comfortable talking about money, stop talking to Carl the Clerk, ask tougher questions, set stronger Ground Rules, you talk too much, stop making excuses, you can’t hit a goal you never set, you are in the prospecting business & get to reality.

Songwriters: C. Seitz / D. Tear

It’s the Holidays, I’m a Salesperson… Nobody Wants to See Me. 5 Reasons That is Total B.S.!

November 26, 2019

 

 

 

 

 

 

What would the holiday season be without the “It’s the Holidays blog…?

It’s that time of year. Time for a reality check.

How many salespeople do you know that go on cruise control between Thanksgiving & New Year’s Day? How many companies do you know that will actually admit to winding things down right about now?

It happens every year. So common. We could call it an epidemic at some companies & an easy way out for many salespeople. Saying things like, “Nah… they don’t want to see salespeople… it’s the holidays. Or, “I’m sure they don’t want to see us over the holidays”. Or, “Nobody’s even there, they’re all off, it’s the holidays”. Total B.S. 

Here’s an idea: Get out of the office. Go see some clients, customers & prospects between now & the start of 2020? Make it a point to capitalize on your competition’s weakness – laziness! Epidemic laziness!

It’s time to buckle down & do the one thing that you actually control in your daily selling lives. Pick up the phone & call prospects.  Go see prospects & customers. Yes, you control that activity. Nobody else will be doing it so you will stand out automatically. Nobody else thinks anyone is “in” – so I like your chances.

Strong salespeople don’t go on cruise control – ever.  Successful companies don’t wind down during the holidays. They make things happen.

The holidays are great times to see prospects & current clients & customers.  Here are 5 reasons to keep prospecting for new business & keep seeing current clients during the holidays:

  1.  It’s your job
  2. Companies review current year incumbent products & services & decide what to do for the next year
  3. Prospects will see you – it’s their job
  4. It’s a great time to plan new programs for 2020 with current clients (your competitors won’t be there)
  5. As my mother always says, a Thank You is never inappropriate – thank your clients for their business

Business does not stop between Thanksgiving & New Year’s Day. Some salespeople do. Don’t be one of ‘em!

Rejection in Sales: Goes with the Territory

November 12, 2019

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Did you know that by the time you were 6 years old you heard, saw & lived through 1,000,000 impressions of rejection. 1,000,000 impressions of the word NO. That’s six zeros! You did.

Mom, can we go to McDonalds? NO. Dad, can I stay out past the street-lights tonight? Nope. Mom & dad, can I go to the movies with Michael’s family today. I don’t think so.  Duggan, can I play with your XBox?  No way… it’s mine.

Safe to say that by the time you were 7 you didn’t want to hear that word ever again (like, ever!) It’s natural. It didn’t feel good back then. It doesn’t feel good now. Completely natural.

As a matter of fact, it is so natural that seasoned professional salespeople still do all they can to avoid hearing the word NO. They actually do things that make no sense (in smart selling). They waste time & look busy. All in an effort to dodge that horrible feeling that reminds them of their youth.

What are some of the things that salespeople do to avoid NO (not you, of course):

  • They accept the answer, “We want to think it over.”& really believe it when a prospect says it
  • They are quick to discount a price (let me see what I can do…)
  • They buy into a prospect’s stalls & objections & believe they can handle them (or that they will go away)
  • They re-work deliverables & develop a less-effective solution (another form of let me see what I can do…)
  • They spend tons of time with Carl (the contact that can’t make a YES decision to save his life)
  • They hold out HOPE (again, a brutal strategy for selling)

It gets worse! Not only do they hang in there far too long with a prospect, but they put it on their pipeline.

Imagine a Monday morning sales meeting. Sales Manager says pull out your pipeline. Charlie pulls his out & starts to review his opportunities. The same opportunities he reviews every week. Deals stay on that pipeline for weeks, months, quarters. Why?  Because Charlie can’t stand hearing the word NO. So guess what? Charlie never hears NO. Fearing the word NO creates false pipelines. Period!

Fact is if you don’t want to hear NO & your prospect doesn’t want to tell you NO (because he’ll need you in 6-12 more months to do this silly dance again) you will not hear NO. Your pipeline will be long. You will look busy. You will have a false sense that gives you confidence. YOU WILL STOP PROSPECTING. When you look at a long pipeline you will not prospect (I have a lot in the hopper…). If that hopper is filled with a lot of HOPE, you are cooked!

So, what do you do about it? You get comfortable with the word NO. You realize that NO is an occupational hazard for salespeople. You get to that reality & move on. You qualify strong early on. You set clear expectations & understand what’s happening every step of the way.

Takes a strong person. You up to it?