Self-Mastery in Sales

There are three aspects of the sales and negotiation process where I see people struggle the most and that I know we all can handle better…

 

1. Willingness to ask the hard question. It’s the thing that comes to you intuitively but you're too afraid to express. This could be a hard question, e.g., “It seems like things are working pretty well for you, so why did you take my call?” Or, more simply, “Why change?” Challenge your prospect to tell the truth about what's going on, even at the risk of scaring them away or offending them. Be willing to go there. 

2. Willingness to walk away. You must go into every negotiation open to walking away. Many enter this process so needy that they’ll find a way to win the business at any cost, therefore ceding all power from the outset. Identify your walk-away point and be ready to turn heel. Often, when you're willing to walk, you don't end up having to do so—a win-win for your pipeline and your mental fortitude.

3. Remembering your value and your worth. More precisely, avoid offering discounts. Anchor into your unique offering; remember that you're worth a premium. It’s okay to charge more and not mark down your services like everybody else—the nerve to do that comes from an unwavering belief in your personal value.

True, these approaches are a little scary to adopt. But they will help you win more of the right kind of business and, in the process, build confidence and grit.

Onward.
Tom

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