The Power of How - Your Best Friend in Sales

One Word - “How”

“How”

It’s the ultimate sales enabler. Why? It flips the script entirely, changing your direction from ideation to action.

Let me show you…how.

Ideation Fosters Doubt

“Can I close this deal?”

This is an example of ideation. Whoever asked this question immediately inserts doubt and speculation into the closure of a deal. If you’re in sales, it’s imperative to be confident in your abilities, and for some, confidence is the top reason reason why they succeed at sales. Doubt is the cancer of confidence. It may start off small and benign, but if left untreated, it will eat away at the very core of any rep’s ability to sell.

Turning Ideation Into Action

Let’s add the ultimate sales enabler, “how” to the above statement.

“How can I close this deal?”

Much better! Now, the weight of the question has shifted from “I” to “how”. This shifts questions away from the realm of “Am I the best fit to do this?” to “What must be done to achieve my objectives?”

Doing this immediately reinstates confidence into the rep and moves brain power away from an emotional evaluation surrounding the word “I” to an executive evaluation of the word, “how”. You’ll move into the planning phase and be much more likely to achieve the objective, as you’ve had more time to think through the execution of a plan, rather than ideate about your specific qualifications as an individual.

What If I Truly Can’t Close This Deal

The power of “how” is a great thing, but it’s not a cure-all. Some deals are just unwinnable, and that’s okay! I’d much rather you plan out how to win all deals and lose some rather than disqualify yourself from the ones that look too difficult! Losing some tough deals can actually be a great indicator that you are pushing yourself to your potential. Even if you lose this one, the next crack you get will be more likely a win. At the end of the day, sales is a numbers game.

How to Close More Deals In Less Time

One great way to get better at sales is to continue practicing the craft. To get ahead of the competition, you have to put in the hours to become elite. Everyone’s got the same 24 hours, but doesn’t spend them the same way. The best sellers use Syrenn to accelerate their ability to sell. By simulating sales conversations with AI buyers, reps can have a year’s worth of realistic dealmaking in just a few weeks! Give it a try by hitting the sign up button below!