Sales Hustle is now Sales Transformation
Feb. 10, 2022

#244 S2 Episode 113 - Make Sure As A Seller You Count Your Small Wins

In this episode of the Sales Transformation with Collin Mitchell podcast, Collin reminds sellers to always count their small wins. Even the best sellers deal with a lot of rejection, so it’s important to focus on the wins and keep enough momentum to move on to the next deal.


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HIGHLIGHTS

  • Counting small wins will help improve your mindset
  • Always look for the bright side
  • It's better to lose early on than later
  • The NOs will always outnumber the YESs
  • Some things are just out of your control

QUOTES

Collin: "In sales, we get our teeth kicked in a lot. In cold calling blocks, when we deal with rejection, and lots of people telling us no. And it's hard to not let that sting a little bit. So it's very important to count the small wins.". 

Collin: "Even somebody telling you no in a cold call, and having a very good reason for saying no and why it's not a good fit, that's a win. Because you've now refined your list and you know you don't have to call that person back." 

Collin: "As much as not winning a deal hurts, it's better to lose early on than later on in the process. That way you can focus your time and our attention on other people that do actually do need your help or value the problem that you solve for them." 

Learn more about Collin in the link below: 

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.

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Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell, and this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:24] All right. Welcome to another episode of sales transformation. Today is a solo episode, and I want to talk about some. Very important for sellers and what that is, is making sure that you count your small wins. This is really important. And it actually starts before you start your day in your professional role and your selling role, whatever that is.

[00:00:48] Um, small wins. Some examples for me getting up early, uh, maybe getting a meditation in maybe. Um, making sure that I get some physical activity and I mean, some even count making their bed as a small win. All of these small wins counting those small wins is going to help you put you into a better mindset into a better state of mind.

[00:01:08] When you get into your professional role in sales, we get our teeth kicked in a lot in cold calling blocks, and we deal with rejection and lots of people telling us no, and it's hard to not let. Sting a little bit. Uh, so it's very important to count the small wins. Another example, we just did our live cold calling session.

[00:01:27] And you know, when you are safe for cold calling as example, you know, just finding out some more information on a call is a win. Maybe you didn't book the meeting. Maybe you didn't get a direct referral, but no. Did they maybe have a problem figuring out who the right person to reach out to, uh, having some good insights on how there may be getting this certain job done today.

[00:01:48] That is all good information so that you can make another call at a later time to the right person, much more informed, you know, information that you couldn't have found out. Otherwise that's still a win. Even somebody telling, you know, on a cold call and having a very. Good reason for saying no. And why it's not a good fit.

[00:02:08] That's a win because you've now refined your list. And you know that you don't have to call that person back as much as not winning a deal hurts. It's better to lose early on than later on in the process. And then that way you can focus your time and your attention on other people that actually do need your help or value the problem that you solve for them.

[00:02:30] So these are all, some examples of small wins. It's really important in sales because it can be tough. It can be stressful. Sometimes you can get caught up in tying yourself worth to whether you win or you lose. Um, and here's a, here's a great example. Even the best baseball players. Only hit three out of 10 times and that's like MVP status.

[00:02:51] Right. They're a great hitter. If they're hitting a 300, you know, um, you know, batting average. Uh, so think about that. Even the best sellers here know more than they hear. Yes. Um, and here's the thing that makes it even a little bit more challenging. What you have to remember. You can absolutely do everything right.

[00:03:09] In a cold call, in a deal in discovery, in demo throughout the whole sales process, you can do process, you can do everything. Absolutely. Right? Yeah. And you still could lose the deal because it's something that's beyond your control. So sum it up, make sure you count the small wins before you start your day.

[00:03:25] And in your role in your sales activities, have you enjoyed today's episode, please write me a review. Uh, share the show with your friends really does help us out. Then we're also listening for your feedback. You can go to sales transfer. Dot FM and drop me a voice DM and I'll get back to you. Hey, you stuck around that tells me you're serious about your own sales transformation.

[00:03:46] If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales, cast.community, and crush your numbers on your leaderboard. Yeah. It's free sales cast, doc communities send me a DM with your best pitch and mentioned this ad. And I might even give you free access to our best temples.