“Be afraid, be very afraid.” – The Fly, 1986
Wise words to live by, if you are in sales, and we are all in sales.
A little paranoia will serve you well in sales. Too many sales people allow themselves to fall into a comfort zone because they have one or more of these thoughts in their heads:
- I’m doing OK
- I met my goals
- Good enough is good enough
- I did my best
- It’s quittin’ time
These thoughts come from a very dangerous mindset in sales that allows you to be mediocre and for the competition to run you over. They need to go!
People who succeed in sales spend their time in a mild state of fear and paranoia, but in a good way, a way that serves them and helps to keep them stay hungry. When you lose the fear, you lose the hunger and become complacent. Complacency has no place in sales.
At the same time, don’t mistake this hunger/fear/paranoia for desperation. Not the same. Never let the prospect or customer sense desperation. That will absolutely kill a sale.
What’s the answer?
It’s a combination of working like your family will starve if you don’t (and they might) while at the same time projecting to the prospect or customer that you are not dependent upon them purchasing from you (which you shouldn’t be). Hungry, but not desperate.
To learn more about how to achieve this crazy balance and improve your sales, contact me. Sales can be fun and a most rewarding job when the game is played right.
If you found value in this post, please share. If not, be afraid, be very afraid.