Success in sales is determined by the number of uncomfortable conversations you’re willing to have.
Things that ain’t easy in sales:
- Cold calling
- Holding firm in a negotiation
- Hearing (and accepting) tough feedback from your boss
The hard stuff yields results, but our minds are always on the lookout for excuses to circumnavigate the hard stuff.
This usually sounds like:
- Eh, my day’s pretty full - there’s just no time to make dials today.
- Let’s just get this deal over with. I know I can go lower on price.
- My boss doesn’t know what she’s talking about - I know what I’m doing here.
Most sellers are content wallowing in mediocrity. There will always be a coworker or someone on LinkedIn validating excuses. Avoid those people at all costs.
My advice:
- Accept that you’re going to encounter excuses and stay vigilant against them.
- Reject those excuses
- Anytime you’re choosing between hard and easy: pick the hard path.
Lead the uncomfortable conversations leaderboard.
