Be the Guide
“My new client chose us at the end of our first meeting!!! He signed a contract for $1.4mm today! The coolest part was I didn’t care if I got it or not!”
She got it. Not just the deal, but the concept.
Sales, done well, is never about you.
It’s about your prospect.
You may have gotten into sales to be "the Hero."
The one who gets to ring the bell!
The one who saves the day!
The one who walks in, tells people what they need and walks out with a check.
I did. Closing was my dopamine. My thrill. My ego.
So what?
Well, here’s what. When you set yourself up to be the hero when you close the deal, what are you when you don’t?
A big old loser.
You don’t want to be a loser. So you do what you have to do to avoid that.
I pressured my prospects to say “yes.” (jerk)
I kept chasing so I never had to hear “no.” (pest)
I often didn’t call a prospect because I didn’t want to be rejected. (wimp)
Eventually, I learned professional selling is about being the Guide, not the hero.
It’s about selflessly walking your prospect through a transparent process to see if you might be the right fit for each other.
If you're the right fit, great.
If you aren’t, well, great too!
The win is finding out quickly if someone wants your help and if you're the right one to help them.
If they don’t want your help or if you aren’t sure you're the right fit for them, the win is both of you moving on to the next opportunity.
Your wanting a deal to close and basing your value on the planet on whether or not that deal closes diminishes your chances of that outcome actually happening.
And when it doesn’t close, you set yourself up to be a loser.
Bringing Honesty, Transparency, and Selflessness to Business & Sales.
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