Takeaways
- Stop Trying to Wing It: Just because salespeople fall under the category of "influencers" doesn't mean they've earned the right to wing it. Buyers will let you own the process if you're willing to. Meaning if you have a structured process, if you're working someone through a pain funnel and articulating your next step, your audience will typically let you work. It's when you try to just 'wing it,' that the system breaks down and you ultimately lose control over the sales process.
- Know Your Weaknesses: Scott mentioned there being five major weaknesses that every salesperson has in some capacity. Need for approval, fear of rejection, low money tolerance, non-supported buy cycle and record collection. Knowing where you sit in each of these allows you to seek the coaching or mentorship needed for growth.
- Understand Your Identity vs Your Role: All of us have a unique identity comprised of our beliefs, values, principles, desires and emotions. We also have a plethora of roles that we play such as son or daughter, mother or father, friend, co-worker, salesperson, etc. If we confuse the performances in our roles with our identity, our self image can and will go up and down with each success or failure.
Full Notes
https://www.salestuners.com/scott-cramer/
Book Recommendations
Sponsor
- Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.
