What You Can (and Can’t) Control in Sales

 

It can be difficult for salespeople to come to terms with the fact that there are some things that they just can’t control in their profession. Only so much planning, prepping, and meeting and greeting can be done and then, the rest is out of their hands. Another great article from blogger Anthony Iannarino breaks down what a salespeople can control and when he or she just needs to take a step back. Avoid wasted time and energy, and frustration, by taking a look at Iannarino’s “can” and “can’t” do list, part of which I included below (you may even want to print it out and hang it by your desk for a reminder when things get tough). Is he spot-on with his list or do you think he’s mistaken on a couple of points?

• You cannot control when and whether your dream clients are dissatisfied enough to consider your offer.

• You can control how much time you spend prospecting.

• You can control whether or not you have an effective plan for nurturing relationships over time.

• You can control how your dream clients think of you when they have a problem that you can solve with them.

• You can control whether or not your offering can create a great result and create a gap between where they are and where they might be.

• You cannot control whether or not your dream client picks up the telephone when you call.

• You can control whether or not you call back.

• You can control how often you try to call.

• You can control whether or not you have something to say that is worth listening to when they answer the telephone.