Written by Benjamin Holmgren
Your mental real estate is a precious commodity, especially in sales.
I was five months into running my coaching practice when I did the calculation.. $20,000 in sales in my pipeline for this month.
It looked like I was a few weeks away from absolutely annihilating my sales goals.
So I did what I see a lot of new salespeople do.. I took it easy. I mailed it in. I stopped reaching out to new prospects and instead spent my time going to lunch, running errands, and scrolling through Facebook. The end of the month came and I looking over my billings.
Then I had a heart attack.
I had no idea how far I had fallen behind. But throughout the month, one by one, those prospects ghosted me.. And I had way too much mental real estate tied up in what I saw as probable when, at best it was merely possible.
That painful lesson really shook me.
It quickly became obvious that I was spending far too much time and energy fantasizing about the possibilities instead of actually working on my next prospect.
The real breakthrough came when I was relaying my sob story to my coach in a session.
“I don’t get it! All of these people seemed really interested, and a lot of them even said they were hoping to work with me.. Why can’t they put their money where their mouths are?”
He looked at me squarely and said,
“You can’t lose what you don’t have, man.”
“Spending all your time thinking about how great it’ll be when these prospects come through it’s like fantasizing about that girl that you never got to date cause your cousin swooped in and took her before you got up the courage to ask her out.”
Immediately, it make sense.. I had been wasting all that precious mental real estate on mere fantasies.
I’ve had to learn the hard way to let the chips fall as they will.
Now, of course improve the sales process.. And the prospecting process. And follow up with opportunities..
But don’t spend mental real estate on things you don’t control!
You can’t lose what you don’t have.
This article was written for your enlightenment by Benjamin Holmgren, Sales Coach from Vancouver, Wa.