On today’s episode of the Salesman Podcast, Aaron Schmookler joins us as we get into the topic of how to be more effective in sales regardless of what your current circumstances are.

There’s a tonne of value in this episode, so let’s jump right into it. 

Cause, Effect, and Effectiveness

Aaron shares his view on being an effective person. If we look at ourselves right now, even if we lie in bed all day, we are still considered “effective.” However, Aaron stressed the importance of asking ourselves, what kind of effects do we want to achieve? He also touched on the metrics you need to consider as a salesperson.

“Being effective is getting the results that you want, not necessarily getting the results that you’re resigned to. When we talk about being effective, it takes being sure that you can get ‘some results’ that you want. Notice that I’m saying ‘some results’ that you want, not necessarily ‘exactly the results that you want.’ But you can be moving in the direction that you want.” – Aaron Schmookler

Choosing Better Outcomes

Aaron also pointed out about doing something and yet getting the same results. As an example, you can send 500 non-converting emails this month and continue again next month and yet feel “productive.” This holds true even if we know that the outcome is not what we intend to have. 

In today’s world where everything around us drastically changed, we as salespeople should also adapt to change to have better outcomes.

“I’m not getting responses, that’s a result. I’m getting people emailing me back ‘saying stop emailing me’, that’s a result. So if you keep doing, I’m sure we’ve all heard the definition of insanity ― it is doing the same thing, but expecting different results. That’s the trap that we’re much more likely to fall into as far as cause and effect goes.” – Aaron Schmookler

Communication and Collaboration

Aaron believes communication and collaboration is the core of effective sales. He further describes communication as an interior game. When a prospect doesn’t get what we are trying to convey, we don’t get defensive and label the prospect as “stupid.” Instead, we should ask ourselves:

“Why are we failing, what do I need? What can I do in order to help this prospect get it? What can I do, in order to connect to this other human being?” – Aaron Schmookler

Aaron further discusses “the negativity bias” and how the human mind works. He differentiates optimists from pessimists and why it is natural for humans to avoid conflicts and problems as a way to “conserve energy.”

Resources:

* Aaron on LinkedIn* TheYesWorks.com* @AaronSchmookler

Sponsor:

Badger Maps. The #1 Route Planner for Field Sales