The Dark Side of Winning Confidence When Selling #512

This may sound surprising but did you know that closing a deal may carry negative consequences akin to losing a deal? And did you know that excessive confidence can be as problematic as fear? The assertion that winning is always good raises questions that suggest success may not always be advantageous. Whether facing a shortfall or exceeding quotas, setting aside worry and prioritizing prospects is always the right thing to do. The warning about winning confidence underscores the importance of honesty, humility, and understanding one’s limits in professional interactions. In this episode, we explore what happens when you assume or consider the extremes as good or bad. Today we’re going to center on what’s important, the center.

Today’s Chapter: Winning and Confidence

Winning a deal can be just as bad as losing a deal.
Confidence can be as bad as being afraid.

What? How is it true winning may be bad?

Behind in your quotas, the only way is up.
Exceeded your quota, the likely way is down.
Set aside all this worry,
and take care of your prospects.

How is it true confidence may be bad?

Fear can stop you from doing your job.
But confidence can get you in over your head.
Be honest, temper your arrogance.

Know your limits.
See yourself in your prospects.
If you love your prospects as yourself
the world will entrust you with more prospects.

Today’s Story

It had been a month since Chris started setting up appointments for Pat. Chris’s cold-calling numbers were weak and quite frankly borderline unacceptable. Concerned, at the end of the week Pat asked “I can’t help but notice you’re not making a lot of dials and when you do connect, your calls are very short. What’s going on here?” “Well,” said Chris “I’m just not comfortable calling people out of the blue. I’m trying, and I hope you can see that. But I hate to bother people. I dread getting robocalls. I just don’t feel good about it.”

Pat nodded “I get what you’re saying. But what we’re doing and what those robocalls are doing are two completely different things. We only call people we think we can help. We don’t pitch without first listening nor do we call at odd hours. You have nothing to be ashamed of.

“Instead of focusing on your fear, remember the anxiety they struggle with every day. Maybe we can help them overcome their business challenges, and help them get a good night’s rest. The only way we can help is to reach out and ask.

“Keep dialing, in time the fear will fade”.

Take Action Quote

Tilopa, the founder of the Kagyu school in Tibetan Buddhism said, “Let go of what has passed. Let go of what may come. Let go of what is happening now. Don’t try to figure anything out. Don’t try to make anything happen. Relax, right now, and rest.”

The truth can be found between any two extremes. Combine the extremes and you will have the true center. It’s in the center buyers and sellers delight.

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How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have, and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it.

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