THE LOSER MAGNET… Jim Carrey's first big break came when he starred in the hit movie "Ace Ventura-Pet Detective" in 1994. There are several humorous scenes when he refers to others as "Losers". A vision of him facing the camera holding his thumb and forefinger in an L shape on his forehead and chanting "looooooser" comes to mind. I recently ran into an old acquaintance that I had not seen for a few years and we spent a few moments catching up. My friend hadn't done too well over the years. At the end of the conversation he said to me, "Bruce, why do I keep attracting all these losers into my life?". At first glance, it just seems like a case of bad luck. It appears that some people have an unenviable knack of "attracting losers". When you look at it more closely it becomes very clear that this is not the case. Some folks have a bad case of "looseritis". Perhaps you know a Salesperson or two that seem to attract losers.
Here is your ACTION STEP… in the Business of Sales a "loser" could be defined in several different ways. My definition would be: "a Loser is a Customer who is a "time vampire", someone who does not respect you, and never makes a decision to buy". Losers cost a lot of money. They erode your confidence and they erode your paycheck! Let's look at the ways you can be sure you are not attracting losers…
LOSER AVOIDANCE TECHNIQUES
1. Only work with short-term leads (preferably 30 days). How to do that?… You have to prospect every day so you do not get bogged down with only long-term possibilities. BK's truism #1 -"The longer the lead time, the less chance it will materialize into a sale".
2. Stop trying to "make a silk purse out of a sow's ear". If they are not motivated to buy, it is unlikely you will talk them into it. If your Customer does not know what they want and does not appear to be in a hurry to figure it out, cut them loose. BK's truism #2 – "You cannot create a person's motivation, they have to do that themselves".
3. Create a minimum standard for the type of person you are going to work with. They really have to pass three tests… they must have the money, they must want to buy what you have to offer, they must value your skills. BK's truism #3 – "Go with your gut… if it doesn't feel right, you are probably correct".
4. R – E – S – P – E – C – T. The most important component when selecting the Customers you are going to work with is Respect. Set the stage by demonstrating your professionalism and projecting confidence to earn their respect. If they do not respect you then absolutely do not work with them! BK's truism #4…. "Don't take on a Customer who does not make you feel good about what you do".
5. Shortcuts be damned! Many times Salespeople create loser situations by cutting corners and taking shortcuts. When you short-circuit the sales cycle you're asking for trouble. Follow the process and you will always be in control of where you are going… lead generate, prequalify, prepare in advance, present powerfully, handle the objections, and close. BK's truism #5… "Every time you take a shortcut you end up in a cul-de-sac".
Just follow this logic and you will be "loser free". There's only one reason that Salespeople end up with "losers". It happens because you accept less than adequate prospects. The reason you accept less than adequate prospects is because you have no one better to work with. The reason you have no one better to work with is because you don't take the time to find better leads. When you think about it, it's pretty simple… everybody runs into losers. The difference is that the great Salespeople don't have to work with them because they are always looking for new leads. Always be looking for prospects who as Jim Carrey says, "Do not have an L on their foreheads". Don't compromise, set high standards and then find the prospects who meet those standards. NO Losers & NO Excuses.