You’re the Prize

Here’s how to tell if prospects have you wrapped around their finger.

You’re always the one calling, emailing, and texting.

You’re always in their face.

You’re always available.

This is going to be a tough pill so buckle up.

If you’re always chssing prospects, they start to take you for granted. When you’re needy, people lose respect for you.

You chase because you’re attaching your self-worth to a response (extrinsic reward).

When you don’t get a response, you feel afraid that you will lose the sale.

If this sounds like you, I have some good news. You can change with a slight 2mm mindset shift.

Step back.

Detach from the outcome.

Sure, you’d like the sale, but you don’t need the sale.

The size of your pipeline has absolutely nothing to do with who you are as a person.

You’re planting seeds with an “s,” not a seed. Some grow, some don’t.

To detach communicate less frequently.

Send a follow-up email once a month instead of every week.

Set your intent on getting closure instead of closing.

Like this:

Month 1: John, have you deferred the cold call workshop?

Month 2: John, we analyzed 937 cold calls that booked meetings. And have a slideshow on what each of those calls has in common. Is this something you’d like to see?

Month 3: John, I enjoyed your two cents on building a winning sales culture. It was interesting to hear your thoughts on making time for coaching and why it matters. You rock.

Month 4: John, I thought you’d enjoy this HBR article on building a productive sales culture. In particular, the bit about “firing” customers that, despite all attempts, remains unprofitable accounts.

If your prospects don’t respond, that’s okay. No response is a gift because you can spend time with people who are motivated to speak with you.

You don’t create motivation, you align with it.

Distance makes the heart grow fonder.

You want prospects to come to you.

Remember, you’re the prize.