Matt Ryder argues salespeople obsessed with closing deals actually sabotage themselves. Focus on executing your process perfectly instead. Even flawless calls fail sometimes, and a 70% close rate means 30% losses are inevitable.
70%
The outcome of a call has no reflection on the quality of that call. That means that I should be able to show you a sales call that didn't close. And it is an accurate representation of me as a salesperson. In the same way if one did. Because if you do everything perfectly, let's just say you could close at 70% if every single call was absolutely perfect. That means that you can do it perfectly and lose 30% of the time. So it's not about the outcome, it's about the process. So get obsessed with the process, and you will do a lot better. And then you will realize that, like, you won't have down periods and, like, mental things to overcome when someone says no or a series of people say no. Know, because it's just inevitable. And as long as you're doing the process and you're doing the right thing.
