So I thought I would commemorate the upcoming summer solstice by writing something on it that tied together with sales pretty well. The only thing I could tie it to however was that feeling you get, deep into a negotiation where you just want it to be over. The pressure is high, the battle has been intense to move forward and you already know you are going to close the deal. but in the late stages before the commitment is made, the buyer just wants to wring a few more drops of sweat out of you.
If you haven't been through it before, it is very easy just to give up, give in and close the deal the way they are working you to do. You can. But if you do you lose.
Oh you got the deal, that end game only cost you a little and you have earned yourself a nice little commission to go celebrate with. But if you want to be the professional, if you want to play in the big leagues, than think about us poor Arizonans who face summer heat like you can't imagine, and the longest day of the year seems to last forever. In the late stages of the 21st day of June, the rest of the ride is downhill and if we forget that, it is easy to quit late in the game.
The trick to winning the day in either case is to stay focused on what got you to this point of this deal, or this point of this day. Don't let the enthusiasm of the end creep up and take over your soul until the deal/day is done.
Keep your head in the game all day, and I guarantee, tomorrow will be cooler. Either way.
Happy summer,
Michael D Goodman
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