Why Admitting It's All Your Fault Is Best For Growth, Tom Tonkin - a podcast by Wes Schaeffer

from 2022-07-12T05:30

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Professional Sales Tips you'll learn today on The Sales Podcast...

PhD Organizational Leadership
Former professor
Was in sales before he got into scholarship
Did well in sales for 12 years
He wanted to leave a legacy, so he switched from selling to scholarship
Are you a sales professional or someone who sells?
"It's all my fault." That means I own the solution.
If it's all "their" fault, then they own the solution, so I'm trapped and I've smuggled away the solution to my problem.

Related episodes and posts

"If you think we are too expensive then I have done a terrible job of explaining the value we offer." (Or the customer doesn't need what I'm selling.)
100% of the time I have an action to take.
We feed our negative feelings too well
If you're not making quota, you're probably not going to get into a sales leadership position
Bring in an outside person as a manager if you want to change the culture
Your organization is thriving if the top salespeople are earning more than the manager
Stress the emotional part of the sale, especially in real estate
- Go see their current home
- Go room to room
- Ask them questions about their current home and the layout and their feelings about each room
Get better at discovery calls
Get to the emotions
Understand their motives
People get wound up on the answer when they're shopping
- Don't say, "What is it that you hate?"
- Ask, "How did you come to that conclusion?"
91% of all job separations are due to cultural issues
9% are due to skills
Too many people interview their new hires on the 9%
His past sales manager would ask salespeople who had expensive hobbies

Further episodes of The Sales Podcast

Further podcasts by Wes Schaeffer