Hungry or Starving?

8388371245_37fc261f34_zEver watched survival shows? If you have, you will have seen the effects of dire hunger, hunger bordering on starvation. Where anything looks like food. Where sustenance is more important than flavour, visual appeal or, worse, long term health effects.

What does hunger versus starvation look like in sales?

  • A sales person who’s hungry fights for a deal on value. A sales person who’s starving fights for one on price
  • A sales person who’s hungry forms strong relationships. A sales person who’s starving seeks transactions
  • A sales person who’s hungry looks for mutual value. A sales person who’s starving looks to satisfy themselves
  • A sales person who’s hungry trusts their sales process. A sales person who’s starving changes everything because nothing is working
  • A sales person who’s hungry hunts for business. A sales person who’s starving scavenges for it
  • A sales person who’s hungry loves their clients. A sales person who’s starving loves their clients revenue
  • A sales person who’s hungry look sells advice. A sales person who’s starving sells products
  • A sales person who’s hungry is focused on their ideal clients. A sales person who’s starving will take any client

Starvation happens in sales – how you react is important. Very few industries have flat lined sales results, troughs are normal. You need to trust implicitly that your sales processes are correct and that it will normalise. Good pipeline management and sales activity can negate or, at least, minimise periods of starvation (refer Yo Yo Prospecting).

Unlike the survival show – your starvation is more a perception than a reality. It is only if you start acting starved that you get in trouble.

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