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This is my best price…unless you say no…

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Wes Schaeffer
June 30, 2016

Do you know the difference between good vs great salespeople?

It’s June 30th. The last day of the month. The last day of the quarter. The last day of the first half of the year. Do you know where your quota is?

Today, good salespeople are hustling.

That’s a magical word these days, isn’t it? “Hustle. Hustling. Hustler. 10x Hustle.” Did you know a synonym for hustle is rush? Another is force. There’s also haste, hasten, hotfoot, press, and push. But I digress.

So good salespeople are hustling. They’re forcing the sales today to meet their quota. They’re hotfooting it through the callback files and hustling deals. They’re pressing contracts and pushing the negotiation harder and faster than they normally would…because they didn’t hustle yesterday, or the 28th or the 15th or the 1st of the month.

Good salespeople came in a little late each day during the first week of the quarter.

Good salespeople knocked off work a little early the first several Fridays of the quarter.

Good salespeople spent an extra 22 minutes on Facebook and YouTube each day.

Great salespeople did none of the above.

Great salespeople created a schedule and stuck to the schedule on an hourly, daily, and weekly basis because they know P.P.P.P.P.—Prior Planning Prevents Poor Performance.

Great salespeople know how to gently apply persuasive pressure to get a deal done vs. manipulative pressure. 

Great salespeople know when to push and when to pull.

Great salespeople know that pulling is much more effective and creates longer-lasting, deeper, more fruitful relationships with customers than pushing—ah, I mean, hustling the sale.

Great salespeople know when and how to create and review a proposal that gets accepted rather than using it to go fishing for consensus.

Great salespeople publish great content on the last day of the quarter to help good salespeople become great, and great salespeople accentuate their greatness.

Now go sell something. ~Wes