“The fighters will adapt and adjust and find a way to win.” – Scott Ingram in today’s Tip 430
How about you? Are you a fighter?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. For the vast majority of us, selling during a pandemic is tough. The next few weeks and months aren’t going to be easy and the way I see it there are really two ways that both people and companies are reacting. It’s as simple as fight or flight. The fighters are the individuals who see opportunity in challenge. Who will experiment, try new things, talk to their peers and figure out what works. The fighters will adapt and adjust and find a way to win.
Florin Tatulea is a fighter. He was on my Sales Success Stories podcast way back in episode 22 as an SDR. Now he’s leading the team and he’s been posting some great stuff to LinkedIn. His final post last week, which was arguably the toughest week yet when almost everyone started working from home and had to figure out how to adjust to their kids being around and all of that. Florin’s team got to 105% of their number for the week. Then there are the companies that are fighting. They’re fighting for their employees, they’re doing anything and everything they can to make sure they don’t have to let anyone go. They’re communicating and involving everyone in decisions and they’re looking for the bright spots in all of this and finding ways to come out the other side stronger.
On the other side of the coin, you’ve got those who are taking the flight approach. They often have a fixed mindset or even a victim mentality, they’re not willing to change and adjust. They’re the ones that are sitting back and waiting to see what happens rather than working to control what they can control. They’re whining and complaining about how hard it is. Even worse are the companies who are in flight mode. Those that are slashing jobs even though they’ve got cash. They’re hoarding and hunkering down and worried more about the bottom line than their own people and their own customers.
When this is all over the fighters will be the winners. We’ll be the ones who take market share, who grow because of the adversity. Our job as fighters, and I have to assume that if you’re the type of person that listens to these podcasts that you have to be a fighter. We have to find the other fighters. There’s no point trying to sell to someone that’s in-flight mode right now. They’re stuck. Move on. Qualify them out. Find those that are fighting, that are looking for a way forward just like you. Partner with them. Find ways to win together.
When I posted about this on LinkedIn last week I used the hashtag #FightersUnite and I realize this will be short notice for those that aren’t on the listener list who didn’t get my note about it on Sunday, but tomorrow on Wednesday, March 25th at 3 pm Central Time I’m hosting an open Zoom call for the fighters. Together we’ll overcome some of the feelings of isolation, spend some time together in virtual community. Get to know each other and find ways to support each other. If you’d like an invite, just send me an email to [email protected] and I’ll send you the details. If there’s value in the session, perhaps it’s something we’ll turn into a regular thing. The best way to learn about these things is to join the listener list. You can go to the page for this tip at DailySales.Tips/430 and just drop your name and email into the pop-up. Together we’ll get through this, and we’ll find a way to be better for it.
Thanks for being a part of this community, and thanks as always for listening. You know what comes next right? Come on back tomorrow for another great sales tip!