ABOUT THIS EPISODE
We all know what success looks like. More appointments. More sales. More revenue. More “Yeses” But what if we deliberately chase something that feels like failure? Instead of spending your day trying to avoid rejection, maybe you should start keeping score of it. Let’s go get some “No’s”!
In this episode of Purpose Under Pressure, host Bryan Lefelhoc, founder of Bryan Media Strategies, looks at the numbers behind sales success, and why simply hitting your goal may actually cause you to stop too soon.
Because rejection looks a lot different when it’s part of the plan. A “no” isn’t necessarily evidence that something went wrong. It may simply mean you’re doing enough of the right activity to create more opportunities for a yes. Figure out your formula for success, then ask yourself one more question at the end of the week: Did I fail enough?
Purpose Under Pressure is brought to you in partnership with Sandler by the Ruby Group, serving sales professionals and sales organizations nationwide from their locations in Akron and Columbus, Ohio, in Capital Region, New York, and in Jacksonville, Florida
7 Takeaways
— Know your numbers. Track your activity long enough to understand exactly what it normally takes to create an appointment or make a sale.
— Don’t stop when you’re hot. If you hit your sales goal in five calls instead of 30, that’s a reason to keep going, not call it a day.
— A great closing ratio isn’t always great. If almost everyone is saying yes, you may be cherry-picking opportunities or simply not talking to enough people.
— Make “no” part of the goal. Instead of chasing two sales, try chasing the 24 noes it normally takes to produce those sales.
— Rejection changes when you keep score differently. If getting a no moves you closer to your goal, rejection stops feeling quite so much like failure.
— More noes can mean more yeses. Increasing the number of people you ask will create more rejection, but it also creates more opportunities to succeed.
— Ask whether you failed enough. At the end of the week, don’t only measure your successes. Ask whether you took enough chances to get better at your craft.
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Helpful Links:
Sandler by the Ruby Group: https://go.sandler.com/therubygroup/
Bryan Lefelhoc, Owner, Bryan Media Strategies: https://www.bryanmediastrategies.com/
