Give to your pipeline, don’t take from it.
The sweet spot of sales growth lies in building your portfolio, which means always looking forward instead of looking back. Looking forward creates a contagious pull versus a repulsive push on the customer. Being confident in your service or product and choosing a mentality of abundance allows customers to sense confidence without pushy vibes. Instead, they push you to close them. Let me say that again, they’ll push you to close them. That’s right, you don’t close the customer. In fact, at LIME we call it the no-close, close.
All too often, I train a new sales rep who has a mentality of scarcity versus abundance. “There is more and will always be more” is a tough statement to live by - it’s much safer to expect the worst case scenario. Although it is smart to understand and hedge against the worst case scenario, this can sometimes override the more productive alternative of focusing on the opportunities before you. This state of mind has everything to do with how you approach your sales portfolio.
Focus on increasing the odds, it’s a numbers game.
It’s like an excited child with a bar of soap - the more the child squeezes the bar of soap with the intent to grip it, the further the bar of soap squirts away. For a sales rep, their portfolio is often times treated like that bar of soap. Instead of moving forward with a mentality of abundance, their focus turns backwards to who can be called and closed within their pending pipeline. This trail of thinking continues day after day, and the implication is that customers are bombarded by an inadequate follow-up process.
The key is to focus on creating the next opportunity. By doing so, you look forward versus backwards as well as increase the odds of closing deals; yes, you will close more often by doing so. We can all relate to that one special opportunity that should have closed but got away - I know I can relate to that. It’s a reality that will remain constant into eternity. It is simply the law of averages. It is important to recognize that your pipeline is just that, numbers. No matter the quality of the sales presentation and the relationship established, until an account is closed it is only a number. It’s not personal, it’s business.
Let go... Not all of the seeds will take root and grow. No matter the fertilizer.
It always brings me a lot of joy to see a sales rep under my wing recognize that they have been focused on controlling what they cannot control - a customer’s decision. It’s a great transformation to see the “aha” moment when the sales rep recognizes how focused they’ve been on taking from their pending portfolio versus giving to it. It’s a liberating feeling to let go and expect the close. In fact, it’s relieving for a customer when a sales rep is not needy and pushy because they are carrying with them a mentality of scarcity and control; I’ve been a buyer in that situation and all that I want to do is run.
The foundation to “MOJO” or the “Yes Train” as we call it at LIME is based on a mentality of abundance. People in general gravitate towards something great - you don’t want to ruin it by being needy. If you are representing a great organization, the service or product that you offer will speak for itself. Just like you fell in love with the organization, so too will the customer. Rather, take the customer on a journey that helps them understand how you fell in love with the organization. By doing so, you will create a pull versus a push towards the customer choosing to do business with you.
Life is about the quality of problems that you create; create a big problem of yes’s!
The goal is to create so many opportunities before you that the law of averages produces customers who close immediately. By doing so, you will become busy managing those yes’s. In time, your portfolio behind you will begin to close as well. Again, it’s the law of averages as some close immediately, some drag their feet for months on end, and everything in between. However, you’re not riddled by a mentality of scarcity by controlling and pushing the customers buying behavior. This combination will create a quality problem - how do you manage your time with all of the yes’s that you’ve learned to attract and create; the “Yes Train”.
Do you find that you are too focused on your pendings instead of creating more opportunities? What do you think about looking for the next opportunity and letting the opportunities behind you close themselves?