Take Out The Mental Trash – “It Depends”

Today I would like you take out the “it depends” mental trash.

As a salesperson the #1 place I used “it depends” was internally
NOT with prospects or customers.

When someone in management or leadership would ask these questions my default was to use this particular indecisive – non committal – crutch.

Do these sound familiar?

Question: What’s will bill out this month?
Answer: It depends…

Question: Who are your top 10 prospects?
Answer: It depends…

Question: Where will your business come from next month/quarter/year?
Answer: It depends…

My suggestion is to get rid of “it depends” and explain instead.

Question: What’s will bill out this month?
Answer: I can commit to $$$, while there is another ### that will be a stretch to get through legal in time.

Question: Who are your top 10 prospects?
Answer: I wish I had 10, the ones I have a plan for conversion to customers this quarter are _________.

Question: Where will your business come from next month/quarter/year?
Answer: Based on what I know today __________, plus I’m working on some solid prospects that would add to this.

Take “it depends” out to the mental trash can. Know what you’re confident in and share that information instead of justifying your way out of making a commitment.