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How to Take the Good with the Bad When Selling #461
Have you ever tried to bend a deal to your will only to have it break? This is something humans do all the time, thinking that we can will nature to do our bidding. This is not the case. Savvy sellers know that winter follows fall, fall follows summer and summer follows spring. Like farmers, they understand their sale cycles like phases of the moon. How do we adopt this point of view as sellers? 9That’s the topic for today.
Today’s Chapter: Making Hay
Some say you need to take
the good with the bad.
But the Master Seller sees no difference.
Some days it rains
Some days the sun shines.
Both necessary for
For a rich harvest.
Knowing that the easy day
is balanced with the hard,
The Master Seller makes hay when the sun shines
For tomorrow it may rain
Today’s Story
Chris was having a good month closing deal after deal. Like they say, this is a good problem to have. But it was a problem since it made for long days and long weeks.
“I’d like to take some time off” Chris mused.
“You can” said Pat “but you might want to rethink that”.
“Why?” said Chris.
Pat went on
“Remember what happened last year? Most of our business happened in these two months. Then it was all we could do to squeeze out more for the rest of the year. It might make sense to suck it up and keep at it for another 4 weeks.”
Chris nodded
“Oh yeah I do remember. This business is so seasonal. Nevermind, I’m going to stick to it”.
Take Action Quote
According to Canadian poet Brian Brett
“Farming is a profession of hope”
Isn’t this true of sales too? Monthly goals and quotas can be silly if they don’t take into account the cyclic nature of purchasing. The awake seller does their work and accepts the seasonal pattern of the world. They make hay while the sun shines.
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.
This is a production of Habanero Media https://habaneromedia.net
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