What’s the #1 trait which top sales performers possess?
When you have a “nothing to lose” mindset, you won’t be afraid to “go for it” in sales.
Here’s what fearlessness looks like at every stage of the sales cycle:
In PROSPECTING, it means reaching out to the C-suite because you know that you bring value.
In DISCOVERY, it means asking the tough questions, such as “how are you measured” and “why is this personally important to you.”
In PROPOSAL REVIEWS, it means pausing and asking for feedback on the pricing slide before moving to next steps.
In NEGOTIATIONS, it means asking “what’s it gonna take for us to move forward from your perspective.”
In FOLLOW UP, it means going over somebody’s head when a deal is stalled and you are getting ghosted by your “champion.”
When you feel most afraid, that’s usually when it’s time to “lean in” and do the thing you are afraid of. Once you do, you will find that the greatest reward lies directly on the other side of your fear, and you will wonder why you didn’t do it sooner.