Have you ever worked your way to the mastery of a skill, just to never use it for anything worthwhile? If you haven't, you'd be completely unique among humans. Life is littered with stories of those who never made it, wasted potential, or athletes that got to the very top of their game and were injured and their career ruined. How many times have you gotten to the very end of a massive deal with your customer only to blow it at the last minute? Or worse... not try hard enough to close it?
Look around you - I'm sure if you pay attention you can find a top performer in your midst, on your sales floor. Ask yourself something:
Are they really better than me at serving our customers?
Are they really more in tune with what our customers need, want, and will pay for?
Are they really better problem solvers than I am?
The answer is probably no. No, they aren't. In fact, they are probably not as good as you are in all or any of those areas. While yes, there are those who rise to the top based on their advanced skills, but the real secret sauce of a top performer is their courage to win. They don't fear winning. They crave it, like a drug. And, well, who could blame them? As far as your brain is concerned, it is a drug.
That's why it's so scary to you when you start winning. Just like any addict, you start to wonder where your next fix will come from. You think:
Will I be able to keep winning?
How will I survive if I don't?
What will other people think of me if I give everything and come back with nothing?
Is it even worth the energy to try?
These thoughts are insidious and cloaked by your own voice in your head. They come from a part of your brain that has not caught up the world that we live in. When you're living in caves and every piece of food is absolutely critical to your survival, it is important to think through where the next easy meal is going to come from. However, in this day and age, and especially when it comes to sales, this is all neurological junk. You don't have to listen to it.
Winning takes risk. Much more risk than losing, in the moment. The question then becomes, how much risk can you tolerate in the long term? If you never learn to win, you'll never make it into the six figures and beyond income bracket, and if you never start making the money that you got into sales to make, where will you be in 5 years? 10 years? 20 years?
The choice is up to you. You can choose to start winning right now. You can take advantage of every opportunity available to you in order to hone your skills, become more confident, more persuasive, more of an expert in your field and your market than anyone else, and all you have to do is accept the fact that you're going to be scared, and do it anyway.
Guess what else will happen when you fully adopt that attitude to your deals? Your customers will adopt a courageous attitude towards change and winning as well. They'll want to win as bad as you will. And if you help them do that, you'll be well on your way to the top of your company's leader board and becoming a top 1% earner in sales. That's the experience your customers deserve from you, and that's the compensation you deserve to earn by leading them towards a better life.
That's right, I said it: You. Deserve. To. Win.
Now go out and win, Covert Closer Nation!
Closing deals is easy when you know the code. I've decoded it for you and put it into a 6-step framework that works for any objection, in any industry.
And no, don't worry - you won't have to 10X anything, or turn into Brandon the Bro-Closer in order for it to work.