Do Hard Better

There are those that admit sales is hard, and then there are liars.

There are a few things in life that will always be hard. These are the facts forever. Such things include but most certainly are not limited to: 

• growing and birthing humans

• raising children

• running marathons

• running countries

• running businesses

• managing people

• sales

The temptation to want to eliminate hardship from sales is real. It can manifest as wanting to outsource sales, thinking that offers can sell themselves…sometimes it shows up as avoiding sales altogether. 

And the unfortunate part about all of the above is that none of it will eliminate the hardships that surround sales. You may still suffer through:

• lower than desired close ratios

• long sales cycles

• not hitting sales targets

• getting ghosted

• rejection

The reason sales is hard is because we simultaneously have to detach from the outcome while still believing that what we have on offer is what our buyer needs + wants. Because so much of it is outside of our control. And because changing human behaviour is complex. 

So the goal isn’t to make sales easier…the goal is to get better at doing hard things.

Practice Makes Perfect Progress

Once we’ve reframed avoiding hard with doing hard better we can start to think about what we need to help us do that. This will look different for everyone, but here’s a non-exhaustive list of ways to move beyond wishing away hardship and towards weathering hard better:

Knowing What to Say & When to Say it

Practicing asking for things in low stakes settings

Using conversation frameworks

Committing to, and communicating a follow up schedule so you can avoid follow up purgatory

Have a Defined Process

Mapping out the exact steps currently in your sales process

Understand Buying Patters

Clarity around buying patterns: what trends can you identify from your 2024 sales? Look for patterns around length of time in your audience, buying triggers, opt ins, offerings (paid of free) previously purchased

Defining Non-Negotiables
Clearly outline the boundaries or conditions you won’t compromise on in deals to protect your brand and margins.

Leveraging Tools, Technology & Team
Use CRM software or sales enablement tools to automate tracking, follow-ups, and reporting, freeing up time for high-value activities.Outsourcing administrative sales tasks to qualified team members

Celebrate Small Wins
Have a book or a dedicated slack channel to make note of sales related wins, big or small.

Learning to Walk Away
Know when to disengage from unqualified leads or prospects unwilling to commit, to focus on higher-priority opportunities.

Getting better at doing hard things as it pertains to sales is simple, but not easy. Ensuring you have the right prerequisites to do hard better will help.

Until next time,

Happy Selling!