Is this a risky move?
My favorite is recent. A high-value technology company’s sales rep was selling to a Fortune 100 company. He had two calls with the prospect, but the salesperson knew that the person he was talking to was not able to buy. The prospect wanted to schedule another call. The salesperson said, “Listen, we’ve had two calls and we both know that you cannot buy what I’m selling. I’m giving away a lot of what we sell – ideas, strategy and intellectual property. I need you to bring your boss to the next meeting, or agree to a $5000 charge for our next conversation.” The sales rep did not hear from the contact for two weeks. When the contact called, he said, “I have my boss on board; let’s schedule the meeting.” Was this risky? Of course it was! Who charges a prospect $5000 for the privilege to buy from him? Someone who knows their value and is willing to take risks.
Sometimes, we think we are not worth a certain mega sale or stick to the sales courses we know. That’s not how companies grow, and we know this—it is the risk-takers, the Steve Jobs, Karen Lynch, and Bill Gates of an industry who transform it and turn business growth strategies into massive successes.
Not every risk needs to be tremendous.
Think of your risks as you would rank college admission: safety, match, and reach schools. Your safety deals are those that might not be the most rewarding but you know you can score, while the match ones are deals you feel competent in landing. But how many of your deals are stretches? Those stretches are the opportunities that are not ‘’same old, same old’’. What if you put more effort into those, knowing the outcome will be all the bigger?
Strong strategies reward big risks.
Map out your plans, and look ahead. What is your big risk for this week? Month? Year? Are you pushing the limits of what you think is possible, or are you staying in your comfort zone? Growth happens past the limit of what you thought was possible. Don’t be afraid to step beyond your comfort zone and grow!
Our consultants are senior-level executives that have been in your shoes, solving the problems you are facing by using the Hunt Big Sales system to land big accounts. Contact us today to learn how we can help you land those ‘’reach’’ deals.