How Much is “IF” Worth?

Have you stopped to think just how much the word “IF” is worth?  Judging by the way so many salespeople talk, it must be worth hundreds of thousands of pounds.  For example: 

“If I had prospected this account sooner . . . ,”
“If our prices were more competitive . . .,”
“If the economy wasn't so fragile . . . ,”
“If the competition wasn't so strong . . . ,”
“If the timing was better . . . ,” “
"If I only had a bigger territory . . . ,”
“If only they would return my calls . . . .”

The list is endless.   “IF” appears to account for more missed opportunities than one could imagine.

However in our view,  the truly professional salesperson can’t and wouldn't blame a missed sale on any of the above “IF’s.  They would be more likely to say to themselves:

"If  I had planned more specifically what I wanted to accomplish on this call.....”
“If I had agreed the possible outcomes for the meeting with my prospect up-front . . .,”
“If I had discussed all the money issues with my prospect earlier in the selling process . . .,”
“If I had taken the time to listen to what my prospect was telling me, rather than being so concerned about what I wanted to tell him.” 

This list too can be very lengthy. but perhaps The most important “IF” is this one: 

“If I  take responsibility for my actions, then I would understand that sometimes the results will be unfavourable, but in the end, I will be better off.  I will be in control, my confidence and self-esteem will grow, my knowledge will expand, my sales will improve, and therefore I’ll be able to fund my dream of ……”

 You see, “IF” is worth a great deal of money.  Whether that money is in your bank account or someone else’s will be determined by the way in which you look at “IFs.”  Are they externalized excuses which just serve to keep you locked in to your current level of performance, or are they internal conditions over which you have an absolute control, which if exercised, will make you stronger and richer every day. 

Good Selling! 

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