HTSS117 - You can't be a victim and closer at the same time - Scott Sylvan Bell

If you watch enough sales presentations you will see common threads. You will find closers look for ways to get momentum and close deals. Those who struggle will look for others to blame as well as their business circumstances. 

There are quite a few things that go wrong in sales daily. It doesn't matter what industry you pick, everyone has problems. You have to choose what you want to look at and focus on. 

All salespeople will fall for this trap at some point. From the outside, you can plot where salespeople are by who and what they blame for not closing deals. For some salespeople, they can find the link of where they do the best and why they close deals. It may be a focus on personal improvement, goals or, training. 

Salespeople who struggle find constant problems in their way

• People in the office
• People outside of the office
• Family members
• Clients
• The weather
• The product, service or, manufacturing company 
• Other salespeople and companies
• The Government 

Closers and performers find ways to focus on other things… sure they matter but not in the context of finding a way through the problems and issues.

Past-based, current-based, future-based content and conversations can reveal where you are locked in. Salespeople who are focused on the past tend to struggle the most. Salespeople who look to the future too far out can get trapped in overwhelm. You will find the top closers focus on today or the present while briefly traveling back in time or forward in time. 

Sure the best salespeople have an emotional moment and then they move on. This really comes down to what you can and cant control.

The best salespeople see sales as a game and they have to figure out the rules so they can push the limits or use them to their advantage.

Victims get caught up in the daily grind and “get stuck in the mud” then they run to an “octopus objection” you know what this is, you hear people throw out reason after reason even in the face of sane answers. This is because they want to be stuck – this is part of their excuse.

Problems are always opportunities, it depends upon how you look at them.

Jay Abraham – My problem is the solution to someone elses bigger problem