When quotas and deadlines loom, the temptation to press your prospects can be strong. These are the frantic, palms-sweating moments that throw some of you (you know who you are) into a tailspin. But hitting the panic button and deciding to press is counterproductive. The key to getting home is not a frantic push. It’s patience, and the confidence that you’re doing the right things with the right people to accomplish your goals.
A major press up against a deadline does not work well in business, at least not sustainably. We work in a world driven by relationships, and your prospects need to be perpetually nurtured. It’s not likely that business will materialize and close at a time that’s convenient for you and your quota. To quote Harvey Mackay, you need to dig your well before you’re thirsty.
Selling is not a part time job, and business is not something you can turn on and off at will. The only reliable approach to growth is consistently showing up and developing your pipeline over time. So ask yourself the question: Are you doing the right things with the right people to get the results you’re looking for?
If you’re not, you’re setting yourself up to discount to get quick wins, lose revenue for your company, and lose commission for yourself. Nobody wins in this scenario. Maybe the customer gets a better price, but you feel a slight disappointment and resentment for giving something away that you didn’t need to. You simply will not value that customer as much as one who appreciates what you bring to the table and is willing to pay for it. Price is as much about psychology as it is finance.
In any given situation, you have a choice. In this one, you can choose to be patient or to press. There’s nothing sustainable about pressing, so have faith in your process and confidence in your ability. Keep doing the right things with the right people. Think about the end of time instead of the end of the month, and set yourself up for success at every deadline.
Jeff Bajorek challenges sales professionals to rethink the way they sell and helps sales teams design and implement sales strategies that focus on common-sense fundamentals that work. He shares his sales expertise every week in his newsletter, on The Why and the Buy podcast, and on his YouTube channel. Visit Jeff’s resource library to download his latest eBooks.