10X Selling

grant cardone 10x rule

Most sales people underestimate the amount of effort it will take to achieve the results that they want. Results can be in the form of achieving quota, building pipeline, cultivating relationships, new logos, setting appointments, etc. To consistently achieve or exceed your targets, you must continuously take massive action. The 10X Rule states that if want something, you must take massive action equal to at least ten times what you think will be necessary to attain it. That is, whatever you think you will need to do, plan to operate at ten times that level.

For example, if you want to achieve $2.5M in sales this year, do ten times the amount of activity that you think will be required. What target would you rather fall short on: $2.5M (1x) or $25M (10X)? The 10X Rule is important because when current activity does not get people closer to a goal, they lower their target. When the new goal becomes too difficult, they lower it again causing dissatisfaction. Rather than lower your expectations, increase your level of activity to stack the odds in your favor. Never compromise because compromise creates mediocrity.

In general, there are four types of action: 1) No action. You do nothing, which results in nothing. 2) Right action. You take normal action and accept the status quo. 3) Wrong action. You work on low priority activities that result in minimal, if any, contribution. 4) Massive action. You take action at levels and quantities well above normal. Most sales people fail to hit their number because they operate at the wrong degree of action. The amount of success you achieve is only limited by the level of action you take. Massive action on the right things equals extraordinary results.

How do you know if you are taking enough action? You create new problems for yourself. What type of problems? So many enterprise customers want to meet with you in Los Angeles that you have to extend your trip; people tell you that you are working too hard; competitors criticize you for being too aggressive. Disregard them. Continue to raise the bar. Remember, receiving criticism is a sign of success and hearing that you are working too hard is what average people say to feel better about their own deficiencies or to justify the status quo.

When you only take small amounts of action, EVERY delay or lost deal is painful because you do not have anything to replace it. When you take massive action, a buyer backing out is not the end of the world because you have so many other deals to replace it. Until you are 100% committed (will not compromise), you will not get the attention you need or the support you want.  If your goals do not excessively preoccupy your thoughts, how can you expect them to preoccupy the thoughts of others? Go after your goals as if your life depends on it because it does.

All contents copyright © 2013, Josh Lowry. All rights reserved.

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One Response to 10X Selling

  1. Tawnya Gonzales says:

    AWESOME post!

    Like

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