I had a client in today. He’s a guy that has been a pro at the “back of the house” part of the business (the go-to-guy). Matt has a great personality with a desire to sell, so they moved him into sales. He was maintained and grown a few small accounts, but has not gained a “win” of his own.
We have been working together for several months and Matt’s biggest challenge is his “attachment” to winning the deal (even if it isn’t necessarily good business for him and his company). Trust me; I understand the fear that motivates his attachment:
- Fear of disappointing others – Leaders of his company that he has great respect and affection for and a need not to disappoint
- Fear of letting down his family – A future for his family that is possible with the additional income that being successful in his sales position can bring
- Fear of disappointing himself – Disappointment in himself after being an “expert” in one area of the business and now being “green” in Sales
Matt’s Big Deal
He’s had a deal that he has been working that is a large piece of business—by anyone’s standards—not just the “new” guys. Matt and his team put together a comprehensive solution—a solution different than any the prospect had seen. A solution to help solve the prospect’s pain.
Matt knew that in order to bring the most value to his prospect, they needed a detailed solution that would solve his prospect’s pain—not the a la carte version. Matt stuck to his guns, met with all of the decision makers and would not piecemeal his solution. Guess what??? He WON the business!!!!!!!
What was different about this deal?
Matt was different. Matt was working from a place of “abundance.”
Bill Caskey and Bryan Neale describe abundance in the book Rewire the Sales Mind:
“Abundance is not about money or number of prospects. Rather, it is about the feeling you have about the world, about opportunity in the world, and about yourself.”
You can either see it in two ways:
- Scarce and limited
- Abundant with infinite possibilities.
I don’t mean there are an unlimited number of customers, but in an ever-changing marketplace. An ever-changing marketplace with unlimited number of problems that you can help the customer/prospect solve.
By thinking abundantly, Matt was able to focus outwardly and not inwardly. Instead of worrying about not losing the deal and not disappointing the people he cares about, he focused on solving his client’s problems and offering the best possible solution to fix their issue.
When Matt was telling me this story today, the difference in his attitude was evident. It’s amazing how when the light goes on, operating from high intent and with a feeling of abundance, it’s so bright you can’t deny it. Matt is now very clear on how he will operate going forward.
When I started with Caskey I had nil, zero, nada clients. My husband was downsized a week after I started. We had:
- No income
- No insurance
- A child
BUT, I have to tell you that I felt the most abundant I have ever felt. Makes no sense, right? I guess that’s my point.
Five years later, my husband is in a new career (recently promoted). I have a full book of clients, our debt is gone and yet, I have days when I am fearful and scarce. So what gives.
Abundance thinking is a muscle. It needs to be worked daily. You have to continue to work it. You can never take it for granted.
Oh, and yeah, it doesn’t always make sense.
- Be mindful.
- Be intentional.
- Make the choice to be ABUNDANT.
Fear is the last place you want to operate from. It feels icky and it is valuable to no one. This will be my mantra. Go ahead, you can borrow it if you’d like.