Unfortunately, these roads often lead to dead ends

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I see this a lot in my practice, particularly with sales reps who are younger or new to their business. When you’re asked to call on buyers who are older and more experienced than you, it’s difficult to manifest the authentic conviction and narratives you need to convert them. I refer to this concept as experience asymmetry. This is especially prevalent in the B2B tech space where your solution may be one they’re not even aware of or know they need.

The same is true when it comes to negotiating agreements at the end of your month, quarter, or year. You might be stressed because you find yourself woefully behind on your quota attainment. Or you may find yourself frantically calling customers in a desperate search for revenue because your manager is putting pressure on you to “finish strong”. On the flip side, you may be sporting a high degree of confidence and calm because you’re well ahead of your numbers, repping a high-demand product, or feeling secure about the tremendous value your solution brings. Either way, rest assured your customers will feel the mindset you bring to your calls!

Choose your mindset wisely.



4. Resiliency Comes from Embracing Discomfort
When you’re diagnosed with cancer, you want answers. It starts with Googling WAY too many things! And continues with asking questions like, why me? What did I do wrong? Was I eating the wrong foods? Not exercising enough? Sitting in front of the computer too much?

The pursuit of answers is only natural. After all, as human sellers we crave certainty.


The truth is, my doctors and I don’t know why I got kuwait telegram data cancer any more than Steve Jobs, Kelly Preston, or my beloved Grandmother did. Sure, there are certain behaviors that clearly lead to negative outcomes, like smoking and lung cancer. But the complex reality is there are too many variables like age, birth sex, geography, lifestyle, occupation, family history, and even marital status, to crunch when it comes to figuring out the unique set of circumstances that led to YOUR particular outcome or prognosis.

The same thing happens in sales. Sometimes you win. Most times (statistically speaking) you lose. And when we lose, we want to know why. Did my pitch fall flat? Did I sound too insecure? Was the demo too confusing? Did I push too hard or not hard enough? Did the customer already have a preference or previous relationship with another vendor? Were we more expensive than the other options? Did it all come down to cost, and if so, how much did we lose by?