How many sales are you hoping will close between now and the end of the month? If you get 90% of what is in your pipeline, will it make you happy? If you get 10% will it make you sad?

Obviously we want to close as much business as possible. Ironically that desire is what may be causing us to fall short of our abilities. You see when we become emotionally involved in a selling opportunity it causes us to "HOPE" which can derail our process. I recently lost an opportunity to make a sale to a friend. I thought because we have a professional friendship, I did not have to follow my defined selling process.

Guess what, I got emotionally involved and when it appeared I was not going to get the business I said things like, "You are a friend and I just want to help you". Guess how that made her feel?

If you want to improve your sales and even more importantly, how you feel about yourself at the end of the selling opportunity, leave your emotions at the curb.

On a sales call, especially a prospecting call, you must be emotionally unattached to the outcome.

If you become attached to the goal of turning every prospect into a customer, you will surely be disappointed. Disappointment leads to frustration, which can lead to procrastination -- and so, the downward spiral begins.

Selling is a sorting process. Initially, you separate out the unqualified prospects (suspects) and retain the qualified ones.

Next, you sort out the prospects who are qualified to graduate to the customer level from those who aren’t. Obviously, the goal is to have as many prospects as possible reach the customer level. However, many won’t make it.

So, be “attached” to the process, not the outcome. As long as you focus on and work the process, the desirable outcome will follow.

© Sandler Systems, Inc. All rights reserved.

Jeremy Rawitz

347-385-8500