Without a doubt, the hardest, most frustrating thing about a career in sales, is working with lazy, uninspired, and unprepared people. Period.
It’s a HUGE fucking problem. It’s also why sales professionals are typically paid pretty well. If you can overcome that obstacle and sell your product or service, you can make a great living.
It may be a living full of stress, anxiety, and a ton of let downs, but it’s also one of the most rewarding. It’s all about overcoming adversity and winning.
“Don’t let the highs get you too high. Don’t let the lows get you too low.”
A colleague of mine, Marc Schneider, told me this years ago. #TruthBombs
When I was in the steel industry, I had to endure over 500 no’s for every yes. Not to mention all the I’ll think it overs and maybes, in between.
As much of a cliche as it is, it’s a tough racket. But that’s what makes it fun. It’s all about managing situations.
So here’s the thing:
Most people are lazy, uninspired and hate their jobs. #fact
Nobody cares about your business and what you sell, as much as you do. #fact
You’re the last person on the planet that most people want to see walk through that door. #fuckingfact
Now, all that said, here’s the important part: it’s your job to sell anyway!
And let’s be honest, nobody cares about the obstacle. A professional is a professional because they are able to do the job under any circumstance.
So, how do you do that? For one, you do your job and prepare better. Let me break it down for you.
Sandler called it the Upfront Contract. Basically, you try to set the ground rules for the meeting before it happens. It’s your job to make it clear that your time is valuable too.
“Let’s carve out 60 minutes to sit down and hammer this out. Please have the numbers ready and can you make sure all the key players are at the table? I’d appreciate it. I’ll have everything we need to move forward. The last thing I want to do is waste your time, or God forbid, mine.”
Find the decision maker. Create the plan for everyone involved. Execute.
It’s not always that simple, but it’s a start.