On Junto yesterday, someone asked how to stop chasing ghosts and losing deals.
The average rep spends 35–40 % of their time on deals they were never going to win (Gartner).
However take note: most reps don’t join a mastermind to ask how to stop wasting time...

Even when they win, 57 % of buyers regret buying (Gartner).
So what does that tell you? Reps are wasting everyone's life.
Hoping. Not doing good work. Cruising. Comfort. 

If you cared about impact, you’d spend your time where it mattered.
But this is what “salespeople” do. That’s why there’s a stereotype.
It’s what managers reward. What investors have built.

One day there’ll be companies without salespeople, only Rainmakers.
If you think that’s unrealistic, ask your top producer:
Do they bend to management, or do they manage their manager?
Is the customer the company's or theirs?
How important is their time?

If you’re in sales and you brush your teeth, you should know:

• Why you lost deals.

• Why deals slipped.

• Why customers weren’t delighted.

If you knew those, you’d stop wasting time and start building loyalty.
But changing habits is hard, so most won’t. This'll show you just how exquisite Rick's stuff is:

The Dirty Laundry List

Step 1: Pick Up Your **** Stained Pants (15 min)
Write down:

• Every reason you lost your last 50 deals.

• Every reason your last 50 slipped.

• Every reason your last 50 customers weren’t delighted.

Step 2: Avoid the **** (15 min)
For each reason, write:

• What you could have asked to spot the problem early.

• What you can do to fix or prevent it next time.

Step 3: Play a version of Red Light, Green Light
Raise the issue.
Ask the question.
If it isn't an issue: green light.
If it is but you can fix or prevent it: green light if you fix or prevent it.
If it is an issue: red light.
Walk away. Don’t go where you’ll get s**ty!

Step 4: Unexpected Delight
Write a short list of unexpected ways to leave a great impression when you walk away.
Solve for: "Next time they need what you sell, they call me first".

Want to get this set?

Want to apply it to your pipeline?

Want to make a bigger change, this woke you up?

Try a little experiment and see what you learn.

And remember, to be great in sales, start simple:

...

Be not shit.