3 things I wish I knew +10 years ago!
3 things I wish I knew +10 years ago when I started in sales:
1) It is not supposed to be natural to:
- Let others just talk about themselves- Strategically use silence to get someone talking- Ask more questions than give answers- Think "What's in it for them"- Mirror someone's tone and body language
And so on. But all these things are critical to being a great seller. So it's okay if you don't get it right away, or forget, because it's unnatural.
2) My prospects, no matter how senior and respected, are not super heroes. They might be very knowledgeable, but they got to put their pants on everyday just like me. So they have the same wants, fears, desires, and irrational concerns I do.
*Well maybe not that last one. I swear that new shirt my wife bought makes me look like I have man boobs 😂*
So it's still my job to confidently educate them on the risk that lies ahead in an ever changing world.
3) What I sell, no matter how cool, only represents a fraction of the stuff my buyer has to deal with daily. Their world goes far beyond what I think, and definitely much further than my product.
That means I'm cursed with knowledge and they are not, because I spend all day thinking about only one specific topic from their world. Be mindful of that cognitive bias.