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I often talk about success in sales, but the reality is I have failed much more than I have succeeded. It is a hard truth to admit but the truth nonetheless. Today was one of those days when I felt like I was trying to land a plane with a user manual on the one hand and an instructional YouTube video on the other hand. It did not help that anxious passengers were screaming out instructions in the background as well. I crash-landed. Luckily there were no casualties, just bruises. The bruises should heal quickly, but I am worried the scars might remain for a while.
An interesting fact in sales is that your most challenging clients are often the internal stakeholders you are trying to convince that you are in control of the deal. The best internal stakeholders bring ideas and thoughtful questions to help you move the sale forward rather than only ask questions to “check the box.” The best questions are meant to elicit a discussion that should lead to a refined and effective strategy.
Many times the right answer to these questions might be: I don’t know, but I will take it as an action item to find out.
A response like this requires humility. It’s also okay to admit when you’re stuck so that you can be specific in your ask for help. Today I appreciated working with internal stakeholders that care about my success, and more importantly, are invested in my development as a sales executive.
Happy selling.