Whenever we eradicate any shred of neediness from our sales approach, we move closer to our sales goals. It’s that simple.
And one of the ways to instantly decrease your level of neediness in any sales situation is to remind yourself of how completely OK you would be if a particular sale doesn’t go through.
The less need we have for the sale, the more certainty we display in ourselves at that moment – and it’s that certainty that is like the nectar of the Persuasive Gods when we consider what our buyers find attractive in us.
So with that in mind, you’re about to be asked a rather quirky question that you may never have considered until now – but it’s a question that will surprisingly help to chip away at any neediness you may be experiencing as you grow your business.
It’s a question with an answer that has likely been at the back of your mind for forever, sitting there as either a distant memory or a future pipedream that you may have been reserving just for retirement. But let’s see what comes up as we consider:
What is the humble, laid back job you would happily take if you weren’t ever able to close another sale in your own business?
Perhaps you’ve always imagined yourself driving a school bus. Maybe you worked in a bike store when you were younger and it’s always remained something you’d return to. Or maybe you’ve always had a knack for making coffee and you love the smell of roasted beans in the morning.
For me (and some of you may laugh at this, I’m prepared for that) it has always been being more than OK with jumping back into the environment I spent so much of my university and high school weekends in – the local Timber Yard. Yep, this skinny, chicken-legged guy with less muscle than an average infant used to rub shoulders with the tradies that came in to pick up their timber and building supplies for the week… and I loved every single minute of it. There was something so enjoyable about loading up a truck full of timber, driving for an hour to drop it off to a half-built house in a fancy Melbourne suburb and then driving the hour back – dressed in high-vis and steel-capped boots and all.
Compared to running one’s own business, you can be near certain the ‘hourly pay’ didn’t really stack up, the cushiness of an indoor work environment is a whole lot more comfortable than being at the whim of the unpredictable Melbourne weather and the philosophical depth of discussion in a timber yard doesn’t often meet the standards of most entrepreneurial circles, but there was just something about it that was special. I can’t put my finger on it, but I know that if all hell broke loose, and pigs flew, and I was required to work in a timber yard again, I’d be OK to do it – and probably find a way to still love it.
And although it will likely never happen, the certainty that it gives me in running a business means that neediness is typically kept at bay with ease. I know that if I were forced to go with back in a timber yard again, I’d be OK. I’d make it work. So, as much as I’d love the sale sitting in front of me – and would much prefer it to any other outcome – it’s not a desperate need with every fibre of my being to close it.
Is this humble job what you should now start aiming for as a career? Absolutely not.
In order to be successful in business, your focus needs to be so intent on creating that success. But is it powerful to have just that shred of peace of mind knowing there’s always option B if your business world were to come to an end tomorrow?
As far as eradicating neediness goes, most definitely.
Darcy J Smyth is the lead trainer and creator of the Tonal Persuasion Method for Sales, the methodology designed to ensure you are closing sales without the need for the dreaded Hard Sell that turns so many buyers away in the modern business landscape.