You Can't Lose Anything You Don't Have
Do you waste time, energy, or resources on a potential sale that you were never actually going to get?
Now, you may defend, justify or try to explain to yourself that you have never done that, but the reality is most sales professionals have. Why does this happen? This could happen for a few reasons:
- Fear
- Scarcity mindset
- Wimping out
Sometimes the fear of losing in general makes us feel so engaged or attached to the sale. When fear sets in, we will avoid asking the questions to either move the sale to a close, or worse yet, disqualify the prospect. Yes, fears will have the ability to stop us from properly qualifying our clients the way we should. This will fill up our pipeline with false hope and a thin wallet.
Other times we believe that there are not many deals out in the market to get, so we hang on to unqualified deals for way too long. This is looking at the world with the scarcity mindset. These beliefs are often tied to fears as well and are usually unfounded.
A lot of this has to do with messages that we received and carried since early childhood. Maybe now is the time to question some of the messages that you have been telling yourself. Example, “ a penny saved, is a penny earned” or “money doesn’t grow on trees.” These messages come from a place of scarcity.
Lastly, where do you wimp out on yourself?
There are times that we are in front of the prospect and we know we should follow our sales process and yet we end up falling short. We have to ask ourselves, “Where do I stumble?” We have to identify where the prospect may disrupt our process, and we have to identify new behaviors to overcome it. If we don’t, we will always stumble in the same place and we will wimp out.
Reminder: you cannot lose anything you don’t have! So, learn to qualify and disqualify.
