| Let’s admit that getting in front of qualified prospects can be challenging. So, why in the world are many salespeople so ill-prepared? I am noticing that most salespeople lack curiosity and courage when talking with prospects. How often do we have to blow it to learn its time to uplevel our skills? The average salesperson misses clues, lies, and truths because when a prospect says something that doesn’t make sense, the salesperson does not stop the conversation and say, “Wait. Back up. I don’t understand.” Salespeople, your job is to Listen. Kate Murphy, the author of You’re Not Listening, says that in today’s economy, listening likely IS your job. Why are salespeople reluctant to ask for clarification? Because we may appear dense. Because we listen to fix instead of listening for meaning. Because we think we can guess what the prospect meant. Because we think we already know what they are going to say. Because we incorrectly assume the prospect’s logic and motivation resemble ours. Prospects have different backstories and baggage. If you understood everything a prospect says, you’d be them. How often have you nodded in agreement when you had no idea what the prospect was talking about? I cringe with horror and fascination when I reflect on how much I have done this. Graham Bodie at the University of Mississippi said that when people gloss over points in conversations that don’t make sense, this leads to costly mistakes. We need to assume everything is relevant. If something doesn’t make sense to you, pay attention. Recognizing the importance of listening and getting yourself to listen are two different things. Do not enroll in an “Active Listening” course. They often teach how to paraphrase and techniques; however, they don’t get to the essence of listening for meaning. Highly recommend you study You’re Not Listening by Kate Murphy. You will start self-correcting immediately. If you are sick of blowing prospect conversations and making excuses about why you didn’t land the deal, feel free to call me. Let’s determine if the time is right for you to uplevel your skills to land more deals. |
| I am facilitating a Positive Intelligence® coaching program that makes a transformational difference for salespeople. One recently said, “This is life-changing. I no longer fear to prospect.” An insurance salesman shared, “I am having higher quality conversations.” A third commented, “I easily re-set quickly after a letdown.” Carlos Alcaraz and Iga Swiatek, the two winners of the 2022 US Open, freely admit to having a Performance Psychologist to help them with their mental game. Positive Intelligence is based on Performance Psychology, Positive Psychology, Neuroscience, and Cognitive Behavioral Psychology. Positive Intelligence trains your brain, so you become your own Performance Psychologist. |
