What's Your Small Hinge?

You don’t need a complete overhaul to win more deals — just the right adjustment. Here’s how to find your small hinge this week.

Don't forget to check out last week's top tip: 3 Health Tests for Your Opportunity!

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If you prefer to read - here is the transcript:

There's an expression I love that is: swing big doors.” And I love this because in sales, too often we're looking for the next big thing that can propel us forward, when often it's just small little things done incrementally to improve the process, or to improve your day, or to improve your territory that are going to be the big wins.

You know, when you use sports as analogies, we always talk about it's, you know, a game of inches. We just need to move the ball 1in or 1ft forward. It's not always, and very rarely is it about the Hail Mary. And in fact, in rugby, the ball moves backwards in order to go forward.

So I want you to think about this for your own business. What is the one thing that you could do differently? It could be one different question that you ask on the sales call. One more sales call that you make today. One more email that gets done. What small things could you do inside the opportunity, like talking to one more buyer or staying on the call for a few minutes longer to get additional pieces of information? Maybe it's adding one person from your own team into the sales process to expand your scope.

Don't think about always having to make a grand play, or a massive gesture, or a massive change. Think about just that one thing, that one small hinge that you can use every single day to move the bigger door.