Why Admitting It's All Your Fault Is Best For Growth, Tom Tonkin

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 Dr. Mark Goulston Says You Should Never Split The Difference The Insurance Doctor Will See You Now "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 Sales Growth Tools Mentioned In The Sales Podcast Visit Sales Conservatory