Getting the next sale is top of mind for many people just squeezing out a living. One sale is done and the gratification fuels the motivation for the next one. The Pavlovian conditioning appeals to our more primal natures. It extends beyond the front lines of sales. The same behaviors, motivations and mindsets are true for those with an employee mindset in any organization. Processing one more routine task and getting rewarded with a day’s pay for a day’s work is completely about the sale.
The sad thing about the sale is that it is purely tactical. It’s what you can see in front of you and get your fill of quickly. It only requires a limited focus and action. Now, we do need the sale. However, the sale is becoming more automated than in times past, much like automation moved into the factory. This makes what was once full service a self-service process.
Make It About The Deal
The deal, on the other hand, is what entrepreneurs, owners and investors are focused on. It is above the sale. It takes advantage of the sale.
If you are about the deal, then you are thinking more strategically. You can see an opportunity, separate yourself from the mundane, and not just make a living but enjoy great rewards ongoing.
The deal is about putting the system, the talent, the agreements and the relationships together for a winning formula. It’s taking what is invisible and bringing it into reality.
Most People Don’t Get It
Or they gave up. Too much risk scares them. They would rather be about the sale. They think that is the norm. They don’t understand Peter Drucker’s statement, “Whenever you see a successful business, someone once made a courageous decision.” All businesses started around the deal, around a courageous decision by someone. Everyone that came after, especially later, became more about the sale that someone else made possible.
Deals Are Everywhere
Now, more than ever, it is easier to put together the deal, if you can see beyond the sale. The opportunities to build something that people find valuable and want have much lower barriers than in times past. Connecting with the technology and people is easier. The hard part is still having some guts to go after something despite your fear.
Of course, the sale is always there for you to keep you from having to think about it. I’m not sure why someone would want less than more when deals are on the table.
What holds you back from making deals happen?
I enjoyed your commentary today, behind every venture is a courageous action.
Thanks, Keith. There’s always a risk. Most are reluctant to take it, thus they miss the reward.