Gerald Macias

Director of Corporate Sales at TOFF

Books to Up your Mental Game

I have a few sales reps that are talented technically, but struggle to translate a solid role play into the game with a decision maker. My first thought goes to there's a mental block when the lights turn on.

Any suggestions on books to improve your mental game?

🧠 Advice

💡 Education/Resources

🙏 Mental Wellness

13 comments

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GDO

Politicker

BDM

Could you be more specific about where they go wrong?

Director of Corporate Sales

Having tough conversations / getting out of their comfort zone with decision makers.

Kosta_Konfucius

Politicker

Sales Rep

Radical Candor might be what you are looking for when looking at tough conversations

DataCorrupter

Politicker

Account Executive

I don't think this will be solved by having them read something.

CuriousFox

WR Officer

🦊

I totally wouldn't do it. I hate doing shit that takes time out of selling tasks 😑

HVACexpert

Politicker

sales engineer

It’s about experience I think unfortunately, they are uncomfortable because they haven’t had much exposed to this instances. The more they do the better they will be.

Director of Corporate Sales

Not trying to solve it, trying to help improve it

DataCorrupter

Politicker

Account Executive

I just think you're trying to solve a mental block with a suggested reading. It's like trying to improve someone's health by asking them to run 3 miles, they might hate running... and the issue might not be running related at all. It might be eating habits. You've got the right mentality, but you're trying to use the wrong tool for the job.

Send this person to therapy or a talk session.

Another suggestion, maybe go and look at these decision maker's social media beforehand. Once you see that they're people with weird hot takes, boring lives and 8 children, they become more normalized in your rep's eyes. Don't know, but worth trying, maybe he respects the decision makers too much.

wolfofmiami

Opinionated

🐺

Big Money Energy - Ryan Serhant - basically talks about faking it til you make it and how to fake it like a pro

Retired Sales Professional

It's on Spotify pod cast for those that don't like to read. No disrespect intended.

Retired Sales Professional

Gerald, have you discussed with them the problems you are seeing? But don't stop there ask them, "what do they think they need in order to break out of that comfort zone. They may not even realize that their in that zone. Because that zone may seems normal to them. Another suggestion maybe (I don't know how big your team is but) bringing the whole team together, show how senior members of the team get it done. Team up an experience member to one that needs help and have them role play. The whole team will critic the RP and give positive solid suggestion as to how they can improve.
This really needs to be done (not everyday but) on a consistent basis. Ask them what do they believe is a comfort zone. See how receptive they are to different techniques when it come to learning. Who learns better with experience, reading, audio or visual, not everyone is receptive to one type of learning and not everyone learns at the same pace.
I dont know if you have discussed the formula (E+R=O) EVENT + RESPONSE = OUTCOME? No one can control the event, the only thing they have 100% control of is their respose, which will always influnce the outcome. There's a price you pay for training and that is TIME. Let's hope that it translate into a good ROI. Just my opinion. All the best! 👍

ThatNewAE

Big Shot

Account Executive - Mid enterprise

Start reading fiction - that is more engaging to the brain and then transition toward non-fiction.

AnchorPoint

Politicker

Business Coach

THINKERTOYS

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Gerald Macias

Books to Up your Mental Game

13 comments

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