In my continuing series on the Sandler Rules, let’s talk about Sandler rule number thirty, “You can’t lose anything you don’t have.”
The fear of losing a sale, or losing in general, haunts many professionals across every industry.
In fact, it used to be a fear of mine too, before I started with Sandler.
But now, I’ve learned how to go into sales meetings without sweat. I’ve learned that the activity of any sales call is to get to the truth, and sometimes that truth is “no.” So I’m happy with the truth I like, which is yes, and the truth I don’t like, which is no.
Allow me to share with you how I got to this position.
In the beginning, as an amateur salesperson, I got excited about the opportunity of closing a piece of business and I figuratively counted my chickens before they hatched. By focusing on the outcome of the meeting, it was a much harder let down when it didn’t go my way.
That led to a scarcity mindset.
I was thinking I needed the business and I was uncomfortable, nervous, and anxious in the sales call which, you guessed it, led to me getting more no’s than yes’.
With Sandler, I’ve switched my mindset. I work from abundance.
I say to myself, “I don’t need the business” and “I can’t lose it, because I don’t have it.”
That mantra frees me from worrying about anything other than listening to the prospect and figuring out if there’s a reason for us to work together.
It also gives me the courage and conviction to ask the kind of questions that lead to the truth, either a clear yes or a clear no.
I am more comfortable, more confident, and I have better bonding and rapport with the prospect; all of which help me to sell more and sell more easily.
If you learn anything through this post, I hope it’s this: Focus on your prospect, focus on listening to what their needs are, and you won’t have to worry about losing something you don’t have.
