Welcome to the Topaz Sales Consulting Podcast.

I'm your host, Jorge Chavez.

In this episode, I have a question for you.

As a salesperson, should you prioritize quick wins or long term outcomes?

And spoiler alert, the answer is both.

Many salespeople and leaders tend to focus on the short term.

A quick win in sales feels like success.

That dopamine hit from closing a deal, ringing the bell, hitting your weekly numbers.

It's exciting, it's tangible, and you may be saying, Jorge, what's wrong with that?

We see it all the time.

Prospects, clients, even seasoned salespeople falling into what I call the short term pit.

They focus on the quick transaction.

They move fast, but they completely overlook the long term outcome.

Now, I'm not here to beat up on short term selling.

There's value in it, and we'll get to that.

But what kind of sales professional do you want to be?

Do you want to be someone who just makes a quick buck?

Or do you want to be someone who discovers real client pain, solves real business problems, and earns repeat and referral business for years to come?

The best sales success stories I've witnessed over the last three decades weren't built on closing deals fast.

They were built on partnerships, on deep, honest conversations, on trust.

And building that trust takes time.

Let's break it down like this.

Your focus, short term or long term, can completely define your sales trajectory.

When you're zeroed in on short term gains, your attention is all on the immediate horizon.

Oh man, what's in front of me this month?

I have to close this deal today.

And then there's so much pressure.

You start transferring that pressure to clients because you have a short term mindset.

When you only focus on short term wins, it's like running full speed on a treadmill.

This is what I call the transactional mindset.

You close, you celebrate, you move on, but there's no depth, no connection, no path to build something meaningful with that client.

It's one and done.

And over time, that's exhausting.

Now contrast that with long term thinking, seeing beyond the close and understanding your customer on a deep level.

Learning more about them.

What keeps them up at night?

What's their vision for success?

Where are the bottlenecks in their business?

When you focus on these questions, you move from salesperson to trusted advisor.

When you've built a reputation as a trusted advisor, or as we call it, a buyer facilitator, You don't have to chase the deal.

The deals start coming to you.

No more treadmills.

Getting there does take effort.

It means practicing pain discovery.

It means listening more than talking.

It means asking tough questions.

You're still showing up, again and again, but this time it's different.

You aren't a typical salesperson anymore.

You have your lifelong clients, steady referrals, and revenue that grows through ongoing trusted relationships.

Sure, we want short term wins to keep the engine running, to hit goals, to stay motivated, but if that's all you focus on, you'll miss the long term reward.

Every deal you close today should move you closer to the kind of business you want to build tomorrow.

Don't just chase deals for the sake of activity.

Can this client evolve into a long term partner?

Was there a pattern in the objections you faced?

Was the discovery process thorough?

Did you leave value on the table?

Every email, every phone call, every meeting.

They're all opportunities to build trust.

So, that's all we have time for today.

If you found this helpful, don't forget to subscribe.

And if you want to explore more about how to build trust, uncover client pain, and grow your sales game with a long term mindset, visit us at topazsalesconsulting.com.

We've got tools, videos and resources, and if you have any questions, we'd love to hear from you.