Are You Willing To Step Up?

Your prospects need you now more than ever.

I could probably end this piece right now, but that would be anticlimactic, wouldn't it?

We're well into Q4, and the focus is shifting toward closing deals before the end of the year. The biggest concerns among salespeople are whether or not deals will be pushed into 2023 and how the economic situation will impact their discount policies.

That's audible from a focus standpoint, and you should never let a deal take any longer to close than it needs to, but there's a HUGE point being missed here.

It's never been more important to prospect, and for reasons you probably don't realize.

I took a call the other day from a young seller in my network. We know each other from one of his previous positions, and he's now a financial advisor. When I saw his name on my phone, I immediately knew what the call would be about. I told him I wasn't interested in the review (I also told him why I love working with my advisor so much), but then I gave him some advice.

"The market is terrible right now. People are very sensitive about their money, and many of them will tell you they're not interested in taking your meeting. At the same time, given how tough things are, people need people like you more than ever.

What you're doing is incredibly valuable. You're going to make huge impacts on people's lives. Believe in it. It won't be easy, but it will be incredibly rewarding."

As I finished that statement, it reminded me that the same advice applies to every consultative salesperson right now. Your prospects need you now more than ever.

The economy is weird. It's scaring people from spending money (you realize it's designed to do that right now, right?). A huge segment of your prospects can make decisions that will positively impact their businesses, but they're uncertain about which direction to take.

They need guidance. They need expertise. They need wisdom. They need someone willing to walk next to them, show them the path, and encourage them along the way.

Over the last 13 years or so, there have been enough customers ready to buy for most of us to make our numbers. I think that's led many of us to believe that our customers know a lot more about what they need than they actually do. It's led sellers to be less proactive as a profession. It's encouraged many of you to abdicate your roles as leaders and guides.

Over the next couple of years, they're going to need you. For many of you, you will be needed in ways you've never been before. The short-term news is that you will need to rethink the way you sell (🤔😳). The better news is that selling like this from a leadership standpoint will put you at the top of your leaderboard in any economy and will earn you customers for life.

Do you believe what you sell? Do you believe in the positive impacts it will make on the lives of your prospects? Is it rewarding enough to you to lean into the challenges we are all going to face in the coming months?

Your customers need you more than ever. Are you willing to step up?

I can help.