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Summary

In this monologue, I get into the importance of avoiding assumptions in both martial arts and sales. (My new ABCs of Selling includes, "Always Be Curious.")

I share personal experiences from a recent training session and draw parallels to decision-making processes in sales, emphasizing the need for curiosity, concise communication, and understanding team dynamics.

Takeaways

• Assuming can lead to misunderstandings and missed opportunities.
• It's essential to remain open-minded and avoid making assumptions about others' skills or roles.
• In sales, decision-making often involves multiple stakeholders, not just the person with the title.
• Always ask who else is involved in the decision-making process.
• Objections in sales can often be anticipated and addressed up front.
• Effective communication requires curiosity and the ability to listen.
• Sales strategies should focus on building consensus among team members.
• Avoid using weak language that invites objections.
• The new ABCs of selling include being curious, concise, and courteous.
• Always be prepared to adapt your approach based on the conversation.

Chapters

00:00 The Dangers of Assumptions

06:03 Understanding Decision-Making in Sales

10:56 The New ABCs of Selling

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