When I decided to set up my company I had no savings, 2 children (one new born & 6), a mortgage, 2 cars and all the other things to go with that.

I must have been crazy right?

Yes. But I knew I would do it. I was determined. I only had to pay myself a certain amount and then I'd be fine!

But there was one emotion that made sure I got paid to feed my family.

PARANOIA

I knew I had to pay myself every month. So every sale I tried to make I had to be completely sure that that prospect or client was going to order from me, pay me and most importantly, when I was going to be paid.

If I was not paranoid, then I would have been Complacent and Naïve, and that would have led to me losing deals and not keeping control of my cash-flow, business and life!

Let me explain what I mean by being paranoid in the sales process.

When I go into a sales process with a prospect I have a pre-written script of questions (If you don't use one, then use one. No one is that good, we all forget. But thats another article).

I know that if I have all of the question answered , then I know where this prospect stands in the sales process. This includes things like:

Are they the only decision maker?
What problem/s they have or have had?
What Budget they have?
When they want the product?
And many more.

I now have a very clear understanding of how and when to close this client.

BUT….

I'm being complacent aren't I? And naïve to think that the prospect is just going to buy from me because I know everything about their situation, problem and needs.

This is where sales fall.

You need to be paranoid all the way through until the sale is closed and money is in the bank.

By being paranoid you will start being unreasonable with the prospect. You will be asking questions that are uncomfortable for you, but they are only uncomfortable because you are not used to asking them.

What if their best friend also sells a similar product to you?
What if they are about to go on maternity leave and haven't told you or introduced the replacement to you?
What if you didn't ask to be introduced to the replacement?
What if you can't spark a relationship with the replacement?
What if the replacement has a best friend who sells a similar product to you?
This is just maternity that popped into me head, but it shows just how many factors can come into play.

Does this make sense?

You need to eat and sleep like your prospects.

DO NOT BE NAIVE to think they will buy your product.

There is always someone out there looking to take you down.

If your job were paid commission only you would work in this way.

Imaging you had to pay yourself each month. No boss to pay you. You would definitely work differently in the sales process.

Be Paranoid!

Related video: The Formula xyz – Paranoia