Ron Karr, author of Lead, Sell or Get Out of the Way, learned a critical sales success strategy when his boss chewed him out after closing a big order. And, what really ticked him off was that another rep, who wasn’t doing well at all, never got yelled at.
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When I was a top producer for Simplex’s Time Recorder Computer Systems division, I came back to the office on a Monday afternoon after closing a huge order.
Feeling full of myself, I walked into my manager’s office to gloat. She immediately put me into my place by asking what deal was next on tap.
Feeling like I’d just been slapped in the face, I let loose accusing her of not caring about me. And, I was really ticked because the guy sitting outside her office was only at 50% of quota and she wasn’t pushing him at all.
But she didn’t back down. Instead, she told me:
“I can push you hard now because you won’t crack. You’re full of confidence. That’s when you need to keep going because you are on fire. You want to take advantage of being in the zone.”
“The poor guy outside my office -- if I pushed him, he’d crack because he’s already on thin ice.”
This taught me a lifelong lesson: When you close a deal, never ever take time off to celebrate. Keep going and leverage that confidence.
To learn more about Ron Karr, visit https://ronkarr.com.