As I’m writing this, it’s currently the last week of our fiscal year.
So that means, I’m trying to bring in as MANY deals as possible before the end of the month hits.
This is the time when all the work you’ve put in building up your pipeline…
All those meetings and follow-ups in order to progress the sale…
All of it culminates in this last stretch in order to get to the finish line.
For most people, this is when there is the most stress.
Sales is inherently stressful as a profession because there is constant pressure to perform.
Non-performing sales reps don’t stay around long. Period.
If you’re not used to this, it will take some time to get acclimated to—especially as you develop your skills.
And if you factor at the end of the year/quarter madness, and it can be extra stressful.
But if you just recognize that you will soon acclimate to this too… it will give you a sense of relief.
“Stress is the way that intelligence grows”
— Robert Kiyosaki
But hey, honestly, if you’re not at least in some way thrilled about taking down deals at the end of the quarter… then sales might not be for you.
The thrill of the hunt excites me.
I enjoy playing the game.
It’s fun to me.
And what’s interesting is, if you get good at something, you will begin to like it more.
Often times we have to go through a period of being “bad at something” to being “good” at it.
This is just how it works.
This past week, I recently started reading Steve Job’s biography by Walter Isaacson.
It’s really eye-opening to get to know someone intimately by reading their life’s story through the perceptions of other people.
You really start to get a sense of what this man was about.
And the older I’ve grown the more I’ve come to appreciate the complexity that is a personality.
There can be many facets to someone’s personality, and even at times, those facets can be conflicting with one another.
I guess that’s what makes human beings so interesting. And that’s also what makes us such complicated creatures at times.
The mysteriousness of human psychology fascinates me.
It’s like a puzzle to unlock.
As salespeople, we all to some degree or another are psychologists.
We are not interested much in theory or textbook ideas.
We are interested in simple insights that we can take effective action on.
I once met internet entrepreneur Tai Lopez at his house and later asked him if someone could become successful just by reading many books.
And his response was no.
He said you needed both book smarts and street smarts in order to be successful.
And while it is important and helpful to study psychology in a traditional sense to be great at sales…
The kind of psychology I’m referring to is more so related to “street smarts.”
It’s the ability to understand and dissect real-world information as it’s happening, and then using that knowledge to act effectively.
And that is something that must be learned from experience. In real-life situations.
A book that I HIGHLY recommend every person in sales to read is: Influence by Robert Cialdini
I actually mention it along with some other favorite sales book recommendations in this article.
In the book, Cialdini mentions 6 underlying principles of influence that essentially permeate our human psychology.
So at the end of the day, regardless of what you’re “selling” or what industry you work in… these principles apply!
Here they are:
- Social Proof
I won’t dive too deep into each one of them, but just know that each one of these by themselves is incredibly powerful.
You stack a couple of these together, and the human brain automatically goes into what Cialdini calls a “click-wrrr” response, which means the brain treats these things as essentially shortcuts.
Because X happened, it means Y.
Now, whether that is actually true or not doesn’t really matter, but just know that through evolution, our brains developed these tendencies which can be exploited by these measures.
So as a professional of influence and persuasion, it is absolutely IMPERATIVE that you are aware and use these principles for GOOD.
Another great book by Cialdini is Pre-Suasion. He explains all about pre-framing and how setting things the right way, can have a tremendous influence on the outcome.
Speaking of Q4 – I’ll share with you another thing I learned recently:
If you’ve sold before, you know how frantic it can be trying to make sure deals close by a certain date.
Well, sometimes, the person you’ve been working with… for one reason or another could go silent.
In other words, they go dark and you have no clue what is happening with the deal.
Obviously, this is not ideal.
Something I learned recently which can help with this is after your initial calls with the prospect’s team members, you can send follow-up emails directly to each of the individual stakeholders.
Try sending individual emails out to everyone thanking them for joining the call, instead of one big group email.
What this does, is plant the seeds for individual relationships with the team.
That way, later on in the sales cycle, you already have those individual relationships built, so you’re not just depending on ONE person if they happen to go dark.
Either way, I hope this helps.
Wanted to share with you what’s been on my mind as I’ve been focused on closing out deals for our year-end.
As always, if you found this valuable or helpful, please share this with a friend – and help spread this movement!