The Formula To Feel Good About Sales & Be Really Good At It

Pete Solway
20-08-2024⬝2 minute read

Don't be the wolf of wall street.

When I was 19 I went to multiple trainings that cost between $4-10K run by Jordan Belfort the wolf of Wall St.

I learnt some things of valuable, but mostly a lot of things about the sort of sales person I don't want to be.

"Close everyone who's closable".

I believe this very mantra for sales people is why so many of you cringe when you hear the word sales. It involves pushiness and boxing people in to do things that might not be a fit for them but that you can convince them to do anyway.

Not only can a current day prospect see this coming, it also feels gross and leads you to unhappy customers.

So, what is this formula to feel good about sales and be really good at it?

"Work to close everyone who should be closed. Walk away from people who shouldn't or aren't ready/able to buy."

Easy enough saying, but what does that look like in practice?

If you spend your sales time looking for people that have a genuine problem that you can solve you have the right attitude.

If they say something that makes you:

Hesitate if they are a good fit
Or won't be able to buy
Or it's not the right time for them to buy based on their other priorities

CALL IT OUT.

For example, use a question like:

"When you say XYZ it makes me wonder if it's a fit us to proceed.

What do you think? Do we have options to work around this?"

This willingness to walk away creates a healthy and good relationship between you and your prospect.

In addition, challenging people in a genuine and helpful way is what coaches, mentors and advisors do.

Not sleazy sales people who try to close anyone who's closable.

How does this lens effect your outlook on sales?