Do Business With People Who Want To Do Business With You

Imagine a sales process with less heartbreak and more wins. This episode dives into the powerful concept of doing business with people who want to do business with you. Learn how to spot the early indicators of a strong potential fit, understand why chasing uninterested prospects drains your energy, and discover the impactful results one sales rep saw by shifting his focus. Unlock a more efficient and fulfilling path to sales success.

Transcript

Speaker: 0:00

Do you feel like you're constantly battling the headwinds of B2B sales? What if the key to your success lies not just in external strategies, but in unlocking your own instincts? Welcome to Sales Zen. I'm Kevin Currie, and I'm here to guide you through integrating mindfulness and practical techniques for a more fulfilling and successful sales career. Let's face it, sales can be a tough game. You invest significant time and effort, meticulously build relationships and pour your heart and soul into nurturing a deal only to have it fall apart unexpectedly, often at the very last minute. But what if you could significantly reduce those soul crushing disappointments? What if you could strategically channel your valuable energy towards clients who are already genuinely excited about the value you offer, who are actively seeking the very solutions you provide? It boils down to recognizing and prioritizing the signals that indicate a strong potential fit, those enthusiastic initial responses, the proactive engagement and conversations, and genuine curiosity about your product and how it can solve their specific challenges. I worked with a rep who was good about prioritizing her prospective clients. She invested a significant amount of time researching and focusing those accounts she believed would be the best fit for our offerings. While she employed some intelligent criteria for her prioritization, she unintentionally neglected to cast a wide enough net with her initial outreach. Despite consistent coaching and guidance, she never worked her book to the level she needed. For every deal she successfully closed, it became apparent that she likely missed out on numerous other opportunities simply because she was overly focused on what she believed to be her absolute best leads. I. On the flip side, I had another rep on the team who adopted a different approach. He diligently worked his entire book of business top to bottom. He developed a keen sense for identifying early on when an account was unlikely to engage and move forward. As soon as he recognized those signals, he moved on to the next opportunity. The results were significant. He consistently rose to the top of the stack rank, closing more than triple the number of deals of the previous rep. The key takeaway here is the power of focusing your energy, where it's most likely to yield results by strategically prioritizing clients who are already predisposed to do business with you. You'll not only conserve your time and energy, but you'll also significantly increase your closing rates and cultivate a more sustainable and ultimately rewarding sales career. This isn't about being lazy or cherry picking only the easiest deals. It's recognizing if your current deal looks like the others you've closed in the past. Think about the early stages of a conversation. Is the client asking insightful questions? Are they actively participating and showing genuine interest in understanding how your solution can address their pain points? Or are you met with a lukewarm response, constant delays and a general lack of engagement. These early signals are invaluable. Learning to identify and act on these indicators allows you to allocate your time and resources more effectively. Instead of spending countless hours trying to convince someone who isn't truly interested, you can focus on those prospects who are already showing positive intent. This shift in focus can be liberating. It reduces the emotional toll of constant rejection and allows you to build momentum with your clients who are genuinely enthusiastic about your offerings. It fosters a more positive and productive sales cycle built on mutual interest and a clear understanding of value. It's also about building mutually beneficial partnerships that have longevity. When a client genuinely wants your solution, the foundation of that partnership is much stronger leading to greater satisfaction and potential for future business. So this week I encourage you to take a closer look at how you're allocating your time and energy. Are you spending too much effort trying to revive cold leads or convince uninterested prospects? Practice, recognizing the early signals of genuine interest, and prioritize those opportunities. Don't be afraid to move on from accounts that show little to no engagement. Your time is your most valuable asset. Caveat to this, I understand part of sales in corporate America is playing the internal game. You're likely getting top-down pressure to fill a pipeline. You may need to have a direct conversation with your manager about this approach and how genuine your forecast is. Also leaning in on how this will pay off long term. Others may be inflating their pipeline in order to fill internal needs, but going forward, your forecast will be a more realistic view of your business. Remember, in the world of sales zen, it's about finding your flow and efficiency. There is no greater efficiency than focusing your efforts on those who are already open to the value you bring. Thank you for joining me on Sales Zen. If you found value in today's episode, please subscribe and share it with others who might benefit. To contact me, download my free ebook and enroll in an online course. Visit sales zen media.com.