Embrace constraints. They make you stronger.

Constraints are powerful.

They make you better.

They make you stronger. Especially in selling.

Constraints force you to figure things out for yourself.

You probably don’t have the best product.

Your product probably is priced higher than some competitors.

Your competitors are probably bigger companies with well-known brands and a proven track record.

You probably don’t have as big a pipeline as you’d like.

Decision-makers might be taking more time to evaluate their options.

None of that matters. You still have a number to hit.

So, how do you do that?

Experience shows the answers to most sales challenges don’t come from throwing money or bodies at them.

Success usually stems from individual sellers figuring out how to be better and do better within the constraints of limited resources.

You have to become more thoughtful. More creative. More analytical.

You have to become more adept at helping decision makers understand why implementing your solution represents a better use of their limited capital than the alternatives.

In other words, help your buyers understand how to achieve their goals within their own constraints.

Embrace constraints.

They present valuable opportunities for you, the motivated seller, to learn how to differentiate you from the competition.

To be more connected. More trusted. More curious. More understanding. More knowledgable. More valuable.

You don’t need resources to figure out how to create buying experiences that influence decisions.

Take advantage of the constraints you face to experiment and figure out what will work best for your buyers. And for you.