Quick Wins vs. Long Term Outcomes

Chasing quick wins might feel like you’re winning in sales. In this episode of The Buyer Facilitator Podcast, Jorge Chavez breaks down the trap of short-term gratification in sales and why the most sustainable success comes from long-term strategy, trust-building, and buyer-focused relationships. We’ll explore:

• Why short-term thinking can sabotage your growth
• The real benefits of playing the long game in sales
• How to align quick wins with lasting results
• Practical strategies for balancing urgency with vision

If you’re a sales leader, business owner, or boots-on-the-ground rep trying to hit numbers and build real relationships, this one’s for you. Listen in to learn how smart sellers stay relevant, impactful, and profitable for the long haul.

If you like this episode, check out Topaz Buyer Facilitator training to learn more about our approach.

Episode Transcript

Jorge Chavez (00:02):
Welcome to the Topaz Sales Consulting Podcast.
I'm your host, George Chavez. Inthis episode, I have a question
for you. As a salesperson,should you prioritize quick wins
or long term outcomes? Andspoiler alert, the answer is
both.

(00:22):
Many salespeople and leaderstend to focus on the short term.
A quick win in sales feels likesuccess. That dopamine hit from
closing a deal, ringing thebell, hitting your weekly
numbers. It's exciting, it'stangible, and you may be saying,
George, what's wrong with that?We see it all the time.

(00:43):
Prospects, clients, evenseasoned salespeople falling
into what I call the short termpit. They focus on the quick
transaction. They move fast, butthey completely overlook the
long term outcome. Now, I'm nothere to beat up on short term
selling. There's value in it,and we'll get to that.

(01:05):
But what kind of salesprofessional do you want to be?
Do you want to be someone whojust makes a quick buck? Or do
you want to be someone whodiscovers real client pain,
solves real business problems,and earns repeat and referral
business for years to come? Thebest sales success stories I've
witnessed over the last threedecades weren't built on closing

(01:28):
deals fast. They were built onpartnerships, on deep, honest
conversations, on trust.
And building that trust takestime. Let's break it down like
this. Your focus, short term orlong term, can completely define
your sales trajectory. Whenyou're zeroed in on short term

(01:50):
gains, your attention is all onthe immediate horizon. Oh man,
what's in front of me thismonth?
I have to close this deal today.And then there's so much
pressure. You start transferringthat pressure to clients because
you have a short term mindset.When you only focus on short
term wins, it's like runningfull speed on a treadmill. This

(02:12):
is what I call the transactionalmindset.
You close, you celebrate, youmove on, but there's no depth,
no connection, no path to buildsomething meaningful with that
client. It's one and done. Andover time, that's exhausting.
Now contrast that with long termthinking, seeing beyond the

(02:36):
close and understanding yourcustomer on a deep level.
Learning more about them.
What keeps them up at night?What's their vision for success?
Where are the bottlenecks intheir business? When you focus
on these questions, you movefrom salesperson to trusted
advisor. When you've built areputation as a trusted advisor,

(02:58):
or as we call it, a buyerfacilitator, You don't have to
chase the deal.
The deals start coming to you.No more treadmills. Getting
there does take effort. It meanspracticing pain discovery. It
means listening more thantalking.
It means asking tough questions.You're still showing up, again

(03:20):
and again, but this time it'sdifferent. You aren't a typical
salesperson anymore. You haveyour lifelong clients, steady
referrals, and revenue thatgrows through ongoing trusted
relationships. Sure, we wantshort term wins to keep the
engine running, to hit goals, tostay motivated, but if that's

(03:40):
all you focus on, you'll missthe long term reward.
Every deal you close todayshould move you closer to the
kind of business you want tobuild tomorrow. Don't just chase
deals for the sake of activity.Can this client evolve into a
long term partner? Was there apattern in the objections you
faced? Was the discovery processthorough?

(04:04):
Did you leave value on thetable? Every email, every phone
call, every meeting. They're allopportunities to build trust.
So, that's all we have time fortoday. If you found this
helpful, don't forget tosubscribe.
And if you want to explore moreabout how to build trust,
uncover client pain, and growyour sales game with a long term

(04:26):
mindset, visit us attopazsalesconsulting.com. We've
got tools, videos and resources,and if you have any questions,
we'd love to hear from you.