“If you could have that confidence and just be optimistic, people hear that in your voice, it comes across in your messaging, in your emails, comes across as excited. And the value that provides, I think the mental headspace, is extremely important.” – Andrew Claus in today’s Tip 1364
What’s your thought about this?
Join the conversation below and check out the full interview with Andrew!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. For today’s Throwback Thursday tip we’re going all the way back to… Tuesday. Here’s a clip from my most recent conversation with Andrew Claus, the top sales performer at Kixie. Check this out:
Scott Ingram: When I created this show, it was good times for years, but I knew, I’m like, you know what, we’re going to get an opportunity here to learn from the people that outperform in those challenging times. Like we’re going to go through a recession. That’s how it works. It’s a market, it’s a cycle. I wasn’t planning on a pandemic, so we got some interesting insights out of that. And I mean, the reality is even if you’ve never been through a recession because it’s been a while, it’s not very different from having to deal with the pandemic. Like, okay, things are going to change, right? You’re going to have to adapt. You just got to keep moving your feet, moving forward and, you know, you may have to be a little bit more diligent and on top of your deals to your point, right? You can’t that was not the time to get lax with your process and your structure and your approach.
Andrew Claus: Maybe not across all industries, but buyers are a little gun-shy as far as spending money. And the moment that they express interest in, regardless of your product or service, the moment that they express interest, that’s a good sign. You need to capitalize that, because it’s going to get harder and harder the longer that it goes or if there are times that you’re not continuing to add value. The moment that you don’t add value is the moment they go, maybe I won’t do it unless it’s like an absolute must-buy.
In our world, and like I said, I’ve been here for a couple of years. The pandemic didn’t help anything, but we were okay because everyone needs a phone system. And what’s interesting is even though the market and the way everything is currently, I was still able to pull in some pretty massive deals in our world and you just never know. You have to go one step above everyone else. You really do have to outperform and outsell when we’re in this. You have to provide more value, which is why going back again with co-selling as much value as you can add, just the better chance you have. So it’s an interesting time.
Scott Ingram: Yeah, I think another piece of it is just kind of managing the mindset because it is harder. We have to call that out. But a lot of people start to feel kind of defeatist and so then the opportunity is, okay, well, if you can maintain your activity levels and maintain your own psychology in a positive state, you’re going to be able to outpace those folks.
Andrew Claus: Absolutely. And it is especially when you start losing deals, that’s when you get that defeated feeling and the attitude, and that’s very easy to happen. I have a way, because of the performing arts background, I’ve been able to separate myself from when a deal closes, it’s a bummer, move on to the next. Not everyone can do that because you’re looking at your paycheck. You have these big deals, you put all this time into it, and then it doesn’t go through. You can feel so defeated. And if you carry that with you, it’s going to go into the rest of your calls, it’s going to go into the rest of the deals, and you’re going to come in and just subconsciously you’re going to sabotage yourself. Whereas if you could have that confidence and just be optimistic, people hear that in your voice, it comes across in your messaging, in your emails, comes across as excited. And the value that provide, I think the mental headspace, is extremely important.
Scott Ingram: For a link to my full interview with Andrew and to connect with him directly, just click over to DailySales.Tips/1364. Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!