By Jens Edgren
Let me tell you a story about Charlie. Charlie was one of my students in a four-day MEDDIC training, and unlike many others who overthink and delay, he took action immediately. He applied what he learned without hesitation, refined his approach, and within a short time, his sales skyrocketed. Fast forward to today—he just landed a new, exciting job.
So, what’s the difference between Charlie and most other salespeople? He did it.
Sales isn’t just about knowledge. It’s about execution. You can attend every training in the world, read every book, and memorize every technique, but if you don’t act, nothing changes. You’re still in the same place, wondering why your numbers aren’t improving.
If you’re reading this, I assume you want to grow your sales and take things to the next level. But let’s be real—change is hard. It requires energy, focus, and a commitment beyond just “wanting it.” So how do you make that shift? Here are four cornerstones to sales success that will help you change the game.
1. Action → Reaction
Your mind is a tricky thing. The moment you think about trying something new, it will resist. “Not today,” it whispers. “Let’s do it with another customer, another time, when it’s less risky.” Sound familiar?
One of my coaching clients, Olof, spent days crafting the perfect email to book meetings. The results? Almost zero responses. I challenged him: drop the email, pick up the phone, and make a call with minimal preparation. Just ask, “Hey, would it be crazy to have a meeting to discuss your plans and how we can support you?”
The result? A 70% booking rate.
Olof booked five meetings in his first week using this new approach. The lesson? Take action and get a reaction. Sales happens in real conversations, not in endless email drafts. And an unexpected bonus? His confidence soared because he was finally in control of his own success.
2. Stop Presenting, Start Asking
No one wants to listen to a salesperson who thinks they have all the answers. Even if you do have the perfect solution, people don’t want to be told—they want to discover it themselves.
When you’re confident in your product, it’s easy to fall into the trap of overconfidence. But here’s the truth: sales drop when you tell instead of ask.
Try this instead: Instead of launching into your pitch, say:
“I have a few ideas. What if we try this? How would that work for you?”
Suddenly, the customer leans in. Their body language shifts. Their eyes lock onto you. Why? Because you’re not selling—you’re co-creating a solution with them.
That’s how you turn a one-sided pitch into a meaningful, high-value conversation.
3. Fail Fast, Learn Faster
Nobody likes failure. But let’s be honest—it’s the only path to mastery.
Think about learning a new sport or a skill like cooking. Do you nail it on the first try? No. You make mistakes, adjust, and improve. Sales is no different.
One of the hardest questions to ask a prospect is:
“I know it’s a bit early, but at the end of the day, someone will need to sign the contract. Who might that be in your organization?”
It feels risky. You might get rejected. But the more you ask, the better you get at phrasing it in a way that lands smoothly. Maybe it takes 10 tries. Maybe 21. But once you get it right, it becomes second nature—and suddenly, you’re closing deals faster than ever.
Rejection isn’t the enemy. Inaction is.
4. Invest in Your Future Success
If you want to be world-class, you can’t just do your job. You have to invest in yourself.
A simple rule? Dedicate 8.5% to 12.5% of your time to creating your next big breakthrough.
That could mean:
• Learning a new sales methodology,MEDDPICC
• Mapping out your dream clients
• Leveling up your LinkedIn strategy
• Practicing a new skill like storytelling or negotiation
Let’s do the math:
• 4 hours per week = 40 hours in 10 weeks = a full workweek of improvement
• 20 weeks = 80 hours
• 1 year? You’ve invested over 200 hours in your future success.
That’s how you create game-changing results.
The MEDDICC Mindset
The most successful people I know don’t ask if something is possible. They ask how and when.
Should you try this? No. You must try it. And instead of asking, “What if this doesn’t work?” ask, “How can I make this work faster, smarter, and with better results?”
Your MEDDICC mindset journey starts today. The only question left is:
What are you going to do right now to take action?
Let’s go.
— Jens Edgren
Comentarios