8 Things I Wish I'd Known Sooner

Hey there, fellow sales warriors! Whether you're a seasoned pro or just starting out in the world of sales, there are some hard-earned lessons that I wish someone had told me when I first dove into this thrilling, sometimes brutal arena. Here are eight nuggets of wisdom that could save you some headaches and turbocharge your sales game

 

NO ONE CARES ABOUT YOU OR YOUR PRODUCT

Here's the cold, hard truth: no one cares about you or your product—at least not initially. Customers care about themselves, their problems, and how you can swoop in like a sales superhero to save the day. So, skip the self-congratulatory monologue about your company's greatness and focus on what matters to them.

ASKING GOOD QUESTIONS

Stop selling and start asking. Seriously. The more you know about your customer's pain points, desires, and deepest wishes, the better equipped you are to tailor your pitch to hit home. Think of yourself as a detective uncovering clues to unlock a deal. Ask the right questions to understand the impacts and consequences of those challenges. This will help you gauge whether someone's motivated to solve the problem and invest in your product.

ALWAYS BOOK A NEXT STEP

If you're not booking the next step, you might as well be chasing ghosts in the sales graveyard. Every successful sales interaction should lead to a clear next move—a meeting, a demo, a coffee chat—something that keeps the momentum going. Otherwise, you risk falling into the abyss of forgotten emails and missed opportunities.

 

DISQUALIFYING EARLY

Not every lead is worth your time. Seriously. It's okay to walk away if a prospect isn't the right fit or isn't motivated enough. It's better to focus your energy on promising leads than to waste precious hours chasing dead ends. To identify good and bad deals, focus on understanding customer motivation. Good deals typically involve motivated customers who need your product or service soon. Bad deals often involve unmotivated customers who aren't a good fit for your offering.

Disqualify the bad deals to save time, allowing you to invest your efforts in finding new, motivated customers.

 

ASK ASK ASK!

Guess what? If you don't ask for the sale, chances are you won't get it. It sounds simple, but so many sales are lost because sellers are too timid to pop the big question. Be confident, be direct, and see where it takes you.

 

NEVER GIVE SOMETHING AWAY FOR FREE WITHOUT GETTING SOMETHING OF VALUE IN RETURN

In sales, like in any relationship, it's all about give and take. Don't give away the farm without getting something in return. Whether it's pricing information, a demo, or a discount, always ensure you're getting valuable insights or commitments in exchange.

 

HAVE A SALES PROCESS

A good sales process is like a GPS for your deals—it keeps you on track and heading in the right direction. However, not every customer fits neatly into your predefined steps. Be flexible enough to recognize when you need to deviate and adapt to unique situations.

 

DON'T TRUST YOUR MANAGER TO TRAIN YOU

Don't wait for your manager to hand you the keys to success. Take charge of your own learning journey. Seek out mentors, devour sales books, binge-watch YouTube tutorials—do whatever it takes to sharpen your skills and stay ahead of the game.

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So there you have it—eight hard-earned truths that could make all the difference in your sales journey. Remember, sales isn't just about moving products; it's about building relationships, solving problems, and adding value. Embrace these insights, adapt them to your style, and watch your sales soar!