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How To Make Quota Without Hurry #475
We live in an impatient world. Everybody wants everything done in a New York minute. It’s gotten to be that every desire is considered a ticking time bomb that must be disarmed right now. But this is the thing, our desires are not that important. What blows up in our face is the disappointment that we didn’t get what we wanted. Lao Tzu said that “Nature does not hurry, yet everything is accomplished.” . So how can we make quota if we don’t hurry? That’s the topic for today
Today’s Chapter: Time Sediment and Grit
Glacial rivers
wear away mighty mountains
with time, sediment, and grit.
With grit, the Master Seller works opportunities others abandon.
With tenacity they chisel away objections.
With persistence they wear away concerns.
Each sale has its own nature
And can be won
given enough time,
Today’s Story
One day Pat was reviewing Chris’s pipeline and noticed all the effort being put into the Lee deal. Pat started by saying “You know you can’t close them this quarter. Companies like Lee don’t have budget available until July”.
“So what should I do?” said Chris. “What can I do to close them?”
“Nothing” said Pat. “Doubling your effort on them will go nowhere. This isn’t car sales. You can’t motivate them buy by asking “What’s it going to take to drive this car off the lot tonight.” No, that won’t work. It’s going to take time and patience to win this deal.”
Head shaking Chris said “But I don’t have time for that. What do I do in the meantime?”
“Prospect” said Pat. “To say you don’t have time, is like saying you don’t want to. Put your energy into creating more opportunities. The more deals you’re working, the higher the likelihood one of them will close. In this industry you have to play the long game. Impatience and wrong expectations will defeat your spirit.”
Take Action Quote
Aesop’s Fable, The Tortoise and the Hare shares the proverb
“Slow and steady wins the race.”
The same is true in sales. Patient work will eventually conquer any problem. Complex deals have many moving parts and it’s better to accept the nature of those deals and give them time to close.In the meanwhile, there are a multitude of opportunities to address. Let’s look at those! The Tao teaches us to accept the universe as it is. Better to work within it than against it.
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