How Bad Do You Actually Want The Sale?

I have a theory......

I think that a large majority of sales people who don't hit target or who struggle to sell quite simply don't want the sale enough.

Now if you yourself are struggling to hit your target please don't take any offence but instead please stop and think about it for a minute.

Let me explain my thinking....

Think about a child who asks their parents for a toy, and their parents say no. A lot of children will then go on an absolute mission to get the toy. That mission will includes a lot of "PLEASE!!", a lot of questioning why not, a lot of begging, some stropping, perhaps some tears. If you're lucky you might even get "but all my friends have it"!

As a child you don't make assumptions, you don't know when to stop and so you go above and beyond to try and get what you want. As we grow older this changes a lot.

One thing that will never change however is that success will come when you really want something. Success often requires sacrifice and so the desire to achieve it has to far outweigh the cost. If you want to get fit you will need to sacrifice a lot of great food, you'll need to sacrifice time to exercise and you'll have to work through all the mental and physical challenges to achieve it.

Those that do achieve success are the ones who truly want it.

For a long time I wasn't a big fan of this quote. My issue being that I don't think we consciously sit here every day wanting to breathe! It's only if you were struggling to breathe would you truly want it. It's something we just do and essentially something we take for granted.

The core of the quote is true in that you will only achieve success if you REALLY want it. The motivation, need and desire to achieve it has to be so significant that it will push you through all the challenges that will stand in your way.

It's the same for getting a customer to buy, the value of the product has to seriously outweigh the cost to them for them to buy. To achieve success the desire to succeed has to massively outweigh the cost of achieving success.

This is where I believe that there is a HUGE pot of opportunities lost by sales people who quite simply don't want the sale enough. They just don't have the motivation or desire to push through the challenges and objections often required to achieve the sale. I'm not saying they don't want to succeed or they don't want to make lots of money, but there is just not enough motivation there to fuel them to work hard enough to get the sale.

Yes of course there are sales that are missed or lost that are totally out of your control, I'm not denying that. However I think if you honestly looked at it there will be a fair few lost sales which could have been worked harder.

I saw this with my own eyes last month. My top seller took a call on the last day of the month from one of their pipeline opportunities who was due to close later that day. They called in to cancel though as they had found the exact same product online for ￡3000 less! I've counted around 12 scenarios over the past few months where I've seen other sales people give up at this objection and lose the sale, and those are only the ones I was made aware of. I have no doubt that there will be plenty more that are lost because the prospect found it cheaper online.

My top seller however really did want the sale and so he worked for it. He acknowledged the objection and instead of caving and waving the opportunity goodbye he asked questions. He dug into what this cheaper product was and by working harder than most identified that it was in fact no way a comparable product. He worked hard with the prospect and closed that sale by the end of that day.

I know a large percentage of other sales people would have given up and lost that sale but because he genuinely wanted it he didn't give up, worked hard and got it.

How can you use this to your advantage?

By understanding this and accepting this, you can then use it to your advantage. Look at what your real motivators are. It could be money, a car, clothes, holiday, mortgage, whatever it is you REALLY want. Then break that down into how you can achieve it and make sure each and every sale has a huge value to you.

Every call, every meeting, every email, every message has to have the same focus and motivation as the last one and the next one.

• Find out what your real motivations are to succeed in sales
• Write them down or print pictures but have a visual reminder in front of you
• Don't see an objection as a "no" but just a challenge you need to overcome
• Ask yourself daily, "How bad do I want this sale?"

You will still lose some sales, you'll still miss some opportunities, but by working hard and pushing further you will create and close more sales and you will stand a much greater chance of hitting target, achieving success and achieving whatever it is you are working for.

Just remember to ask yourself "How bad do I want this sale?"

If you enjoyed this post please click LIKE and click SHARE to share it with your network. Please also take time to read some of my other recent posts.

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About the author: Daniel Disney is the Founder and Owner of The Daily Sales. With 15+ years successful sales and sales management experience, Daniel is the author of one of the most popular sales blogs in the world (178 sales blogs written). With an overall social audience of over 150,000 followers and content reaching 7,000,000+ every month Daniel is one of the top influencers in the sales industry. Daniel is available for Keynote Speaking, Sales Training, Blog + Book Writing, Sales Coaching, Mentoring, Marketing Consulting and Influencer Advertising. Check out his profile for more information.

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