busy
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If you're in sales, you've probably heard a prospect say this word: “Busy.” “I'm busy. Call next quarter.” When someone says they’re busy, it means they have other commitments or tasks that they consider more urgent or important at that moment. It doesn’t necessarily mean they’re dismissing your request or that it’s unimportant—it just suggests that your request may not be their top priority at that specific time. “But, Josh, I solve a problem.” Problems don't get prioritized. People live with problems all the time. People don't want to solve problems. They want to make progress. My TV in the guest room has a missing pixel. I have a problem, but it's not a priority. Why? I can make progress. I rarely watch that TV. When I do, I barely notice the missing pixel. My TV is good enough. Other problems with my house are more important. So I'm too "busy" to see your TV demo. I have limited resources. People make time for things that are mission-critical. Money follows big expensive problems. Be patient. Circumstances change. You might be a priority one day. Until then, provide water and sunlight so you stay top of mind. This post is an example of staying top of mind. One day, you might head over to my site and buy something. If not, that's okay too. Don't prioritize people who don't prioritize you. People buy on their timeline, not yours. Fruit doesn't grow faster because it's the end of the quarter. |
Josh Braun
You lose a sale. You miss quota. Let yourself feel disappointed. Remind yourself to focus on what you control and tune out what you don’t. Keep learning.Keep growing.That’s all you can do. There’s power in that.There's confidence in that. You become yourself again.You feel happy again because of how far you've come. Don't judge the journey. Sales and no sales are part of the same experience.Rainbows follow rain.Night follows day. And if that doesn’t bring you peace, I don’t know what will :-)
Eleven thoughts: The best way to criticize is to suggest how to make it better. Saying, “I don’t know,” makes you more relatable and likable. Don’t hesitate to invest in yourself. A course, class, a new skill. These tiny expenses pay big dividends. The best way to win an argument is not to argue. You can understand someone without agreeing with them. If you want to be better at sales, ask customers why they bought. Learning how to make people feel understood is a superpower for forging strong...
Jenna and I are hiking in the Grand Canyon. We’re on a trail called South Kaibab. It’s akin to hiking a mountain in reverse. You breeze down into the Canyon,then regain the elevation you lose going up. “Going down is optional. Going up is mandatory.” At Ooh Aah Point, 1.8 miles down, Jenna wants to turn around. I want to go to Cedar Ridge, which is 3.1 miles down. Convincing doesn’t work:“It’s only another mile.”“The views at Cedar Ridge are spectacular.” Nobody wants a TED Talk on Cedar...