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Sales + Inbound Marketing + HubSpot

Decision Makers Don't Buy From Sales Wimps

Posted by Wes Schaeffer | September 18

Let's talk about meteorology, shall we?

Back in the day that's what I did in the Air Force.

We even have a National Weatherperson Appreciation Day, so put it on your calendar and send me a bottle of bourbon each year, deal? (It's right around the Super Bowl so it'll be easy for you to remember.

By the way, that's me below on the left in early 1995 coming home from my deployment to the UAE as an Air Force meteorologist. This earns me a little respect from my sons who said "Dad, you were yoked." (That past tense "were" hurts more than they know...but I digress.)

 
Wes UAE Weather Photo

While I know you are enthralled with meteorology, today's post is not about the weather.

I first wrote this post immediately following Super Bowl XLIX. That's when the Seahawks were trying to repeat as Super Bowl champions but the last play the Seahawks "ran" in that game on the goal line will be debated until the sun explodes into a super nova and takes with it our satellites, flat screen TVs, and blow-hard commentators.

Since then there have been countless plays called that, in retrospect, are now considered "obviously" bold or idiotic.

Heck, the mere fact Pete Carroll chose third-round draft choice Russell Wilson to be the starting QB as a rookie was a bold call in 2012 and it paid off with a playoff appearance that first year, a Super Bowl victory his second year, and a Super Bowl appearance his third year.

It seems obvious now that Wilson is a great quarterback, but hindsight is 20/20. Would you have made that decision?

What about your own life?

Today you are given the opportunity to make seemingly simple decisions about everything from

  • what you eat (did you skip that donut at the office or double down?)
  • your exercise routine (did you reward your hard workout with that donut...or comfort yourself for not exercising with that donut and double down on ruining your health?)
  • how to promote your business (share a meme or make an interesting post about a case study on a client you've helped?)
  • make another prospecting call (or hide behind your email or maybe research their profile on LinkedIn and send a connection request?)
  • hand the ball to the best running back in the league...or throw an interception and lose the Super Bowl?
  • predict more rain or tell the base commander it's safe to launch the twelve F-16 fighters in support of the mission at 2 AM?

Deciding to spend an extra 15 minutes a day on Facebook turns into 91.25 hours over 365 days.

Being just an average reader, you could've read:

  • Atlas Shrugged
  • Gone With the Wind
  • Lord of the Rings
  • Crime and Punishment, and
  • The Sales Whisperer® Way. (And you thought you didn't have time to read!)

The Sales Whisperer Way Front Back Cover

Sunday I chose to eat enough stromboli to amaze my children, embarrass my wife, and make my friend's mom adopt me after honoring her creations with such gluttony.

(Neither Pete Carroll nor I got a good night's rest.)

When your goal is to compete at the highest level, like Pete Carroll and Russell Wilson, you have to make decisions.

Quite often you have to make important split-second decisions that impact the lives of those around you despite not having all the information you'd like to have or think you need to make a "good" decision or the "right" decision.

That's called life. Welcome to it.

It's the world in which the decision-makers you are trying to reach, meet, and close live in their entire lives.

Sure, sure the meeting they have with you about buying your widget, your SaaS, your training, your whatever is a big deal to you, but they have 10 more meetings today and each one is just like the one they're having with you...except they're all bigger, more urgent, and more impactful to the direction and fate of their company.

As you fret over whether to use a white or gray background on your PowerPoint slides, that C-Level decision maker you're meeting this afternoon is making decision such as:

  • whether to shut down the entire call center in Atlanta and outsource it overseas.
  • whether to move ahead with a protracted lawsuit against a competitor over IP theft.
  • how to allocate $7 million in marketing funds after a failed—and quite visible—social media flop.
  • whether to commit to 5-year lease on the current building and expand to the next two floors or open a satellite office two time zones away.

These powerful people do not want to be in another meeting with another sales wimp who is afraid of their own shadow. Who is not willing to make a firm recommendation and back it up with data and facts. Who is walking on eggshells in a weak effort to not say the wrong thing or rub someone the wrong way.

The types of decision makers who can make or break your entire quota with the click of their mouse or the nod of their head want to do business with people like them.

Facebook is famous for their saying,

Move fast. Break things."

I add,

Be bold. Move fast. Break things."

Sometimes the bold, fast decisions you make will break things in your business or your life.

Those decisions may even bring a tear to your eye.

Crying is all right in its way while it lasts. But you have to stop sooner or later, and then you still have to decide what to do.”
~C.S. Lewis,The Silver Chair

It's better to live with regret over the bold actions you took than the opportunities you skipped.

When the tears cease to flow is when you must decide to continue moving forward boldly, quickly, in a breaking manner, or to hunker down as you beat yourself up for yesterday's decision.

Only one way is what I'd consider living.

Isn't it time you stopped second-guessing yourself and started living, too? 

Now go sell something.

Topics: Weekly Whisper, Key To Success, C.S. Lewis, Facebook Marketing

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

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As long as you remember that there's a scared, tired, worried, anxious, frustrated, hopeful person on the other end of the email, phone call, social media post, webinar, or letter who just wants help with what you offer, you'll be fine. If you'd like to discuss your situation with me to see how I might be able to shorten your learning curve or accelerate your growth with your CRM, your sales processes, and/or your marketing just click here and pick a time to chat. ~Wes

Wes Schaeffer, The Sales Whisperer® helps you grow your sales.

 
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