In Basketball, there is a well known theory called the “Hot-Hand”…https://astro1.panet.utoledo.edu/~ljc/hothands_rec.pdf
According to this conjecture, a player has a better chance of hitting a shot after a hit than after a miss….there is no real statistical evidence to support this theory but I think there is something to be said for this concept in sports and also applied to business and sales.
When you close a deal, you are more confident, right….and what happens when you have more confidence? Successful salespeople are brimming with confidence and there is nothing more convincing than someone that is confident and has something good to offer. The hardest part is the first sale so get one under your belt, root for your peers, because the next sale will be easier for you and the rest of your team.
The clock gets reset every day, every month, every year so get the hot hand and ride the wave!
Get Mental and Sell More.
Brick
This is a GREAT point Brick! As you know I was once the lead trainer (among my many duties there) at one of the four largest senior level retained executive search firms in the country. During training sessions I was often asked this question: “what is the one thing I can do to help me get my first sale as soon as possible?” My response was always the same and not what they expected. My answer: I would tell them that, more than anything else, the power of expectation and an attitude of abundance are your greatest weapons. In any deal, the guy who needs it least has the power. I would tell them to go into EVERY pitch EXPECTING to close the deal. AND…convince yourself going in that you DON”T need it! That’s right…you DON’T need it. Confidence and abundance are what people are attracted to. Needing something is a weak position and it smells. Having something is strong and it sells! Brick is spot on AGAIN!
Buce, thanks for the reply and validation of what I deeply believe. Confidence, not arrogance, is powerful and attractive.