22/08/2018
Channel Partner Sales and the Pendulum of Doubt
Let's face it, to run you business, you need to regulate the pendulum of doubt.
How does a Channel Partner stay afloat while in stormy seas of your Software Vendors calling the shots?
Or any business for that matter?
A predictable method to drive your business with the right wind in your sales.
No pun intended.
So...what is the most important asset of a salesman to have that wind at your back?
Well, we are currently under information overload.
AI platforms distract salesman minds from their goals using different methods, processes and new techniques that push them off course.
Or worse, instill doubt in what did work, or does not work any longer.
In other words, sales get deflated and the boat gets tossed in the waves.
Failure becomes a suit of doubt when you get "no" after "no" and wonder why it’s not working.
Most people think it’s his or her sales skills, the script they’re using, the phone they’re using, the energy or their context, networking ability, or their ability to close.
This is what most people think a salesman’s greatest asset is, but it’s none of those.
A salesman’s greatest assets and the most valuable asset is thier state of mind.
It does not matter how well trained you are at sales or how sleek your offer and script is.
If your state of mind is bad, it all goes out the window immediately.
So what are the salesman killers to avoid a bad state of mind?
Killer #1 is volume.
Simply, you are not conducting enough calls to experience results.
The best salesman in the world can have 10 sales calls that end with no, back-to-back.
What makes him the best is he keeps going past the point where everybody else gives up.
Killer #2 is self-fulfilling prophecies.
A prediction that directly or indirectly causes itself to become true by the very terms of the prophecy itself due to the positive feedback between belief and behavior.
Killer #3 is no tracking or iterations.
No tracking means that you are not recording your sales calls or taking notes on what’s working and what’s not working.
These brief but incredibly powerful tips keep the boat steady on course.
Remember, the road to success runs red with the blood of those who gave in to their own emotions and the pendulum of doubt.
Emotions will ruin you in business, you must learn to regulate yourself with data.
