“We encourage a nurturing posture by using interrogative, or you can also call them open-ended questions. We simply want to see what our opponent sees. We want to understand their vision. Their vision is the key to their decision-making.” – Jim Camp in today’s Tip 1599

How do you handle the word “No”?

Join the conversation below and share your thoughts!

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4 Reasons People Say No
1594: Start With NO – Don’t Chase the Big Fish
1589: Start With NO – Move the Needle

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jim Camp. Jim is a former VP of Sales, and is now an owner and coach with Camp Negotiations. His coaching expertise is in sales, negotiations, and leadership. Jim has also served as a military pilot and is retiring as a Major General from the United States Air Force. Here he is:

Jim Camp: Hi, everyone. This is Jim Camp. Hopefully from our previous episode, you can tell that controlling our emotions, especially when it comes down to a decision, is critical. I also hope that you can agree that as the deal gets larger and there’s more at stake for all of us, more money on the table, so to speak, applying pressure or chasing the sale can actually only create more disruption for your opponent because they’re making a tough decision too. It’s pretty important that we don’t escalate our own emotions because we need the deal. We never want to reveal need.

For today’s tip, I wanted to give you a perspective that I hope you will find that you can actually use when you hear the word no. When you actually hear the word no, what runs through your mind? You may be tempted to reiterate all the great features and benefits of your product or service. Most sales professionals are competitive. You may feel the tendency to dig in and push for a yes. Just as you may also start to question, what went wrong? Where did we fall short? What might I have to do now or what might I have to give up or compromise in order to sway the decision back to a yes?

Here’s today’s tip.

When you hear the word no, or you can even sense that your opponent is fading away on you because let’s face it, it’s hard for all of us to tell others no. The most important thing you can do mentally is to tell yourself to stay in your client’s world, remain calm, and focus on what they see. What’s their vision? It’s not your vision that matters at this point. It’s their vision that’s going to be the key.

Here’s a few questions I think that’ll help keep you safe and uncover what the real issues are when you hear the word no.

First question, and again, these questions are just coming from me. I hope you’ll develop your own, but I hope you’ll see a theme here. What challenges do you see that may be holding us back from reaching an agreement here?

Another question. What should we address that perhaps I overlooked? Or help me understand where we’re falling short.

The bottom line is this. If you encounter a problem, you’ve got to take it head-on and you’ve got to understand how your opponent sees the world, how they see things in this deal.

In our system, we encourage a nurturing posture by using interrogative, or you can also call them open-ended questions. We simply want to see what our opponent sees. We want to understand their vision. Their vision is the key to their decision-making.

More to follow on future tips around controlling your emotions. Take care. Hope this helps you. See you next time.

Scott Ingram: To get your hands on a free download with the 4 Reasons People Say No from Jim and Camp Negotiation, just click over to DailySales.Tips/1599. Once you’ve been over there, be sure to come right back here for another great sales tip. Thanks for listening!

“Experiment with your prompts and learn from your LLM questions and how they might apply to real-world situations and conversations.” – Scott Ingram in today’s Tip 1598

What’s your thought about this?

Join the conversation below and feel free to share your thoughts!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. I’ve been experimenting quite a bit with AI and large language models like ChatGPT, Hopefully, you have as well. I think it’s really important to get some hands-on familiarity, and here’s a little tip within a tip, check out Poe at poe.com which lets you quickly switch between different Large Language Models, because ChatGPT isn’t the only game in town.

Here’s what I’ve noticed though.

In working to become better at prompting and the way I set up my questions by providing some context and perhaps suggesting a particular framework or way that I’d like my answers. I’ve actually found that I’m asking better questions in discovery calls and other conversations. It really is great practice for asking better questions, because with an LLM you get instant feedback to your queries and you can adjust your style and approach. You start to see what’s working and what isn’t working in real-time and just as a natural crossover I’ve found that some of the techniques I’ve developed work just as well with actual humans.

So my real tip for you today is to experiment with your prompts and learn from your LLM questions and how they might apply to real-world situations and conversations. Let me know how it goes and be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Look at the future and say, At the end of that conversation, I’m going to feel amazing no matter what the outcome. Then you will get into the possibility instead of the right or wrong.” – Meshell Baker in today’s Tip 1597

Do you feel WRONG?

Join the conversation below and share your thoughts!

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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is:

Meshell Baker: Today we’re going to talk about what’s wrong with feeling wrong. And I want to start with the definition of WRONG. It is defined as:

1. Not correct/true, or incorrect.

2. Unjust, dishonest, or immoral.

3. In an unsuitable, undesirable manner or direction.

And what being wrong or feeling wrong does is it generates you from limited possibility when there’s infinite possibility and probability of your sales or sales leader success.

So I’m going to start with my little acronym, W-R-O-N-G.

W is Worry steals time. When you’re focused on what’s wrong or could possibly go wrong, you cannot create or generate anything that would be incredible in your outcomes.

R – You are Replaying the past. You are looking at what didn’t go right, quote-unquote, and you are replaying it, creating it, and whatever you think about, you bring about. So your mind can only gravitate to what it keeps thinking will go wrong.

O – The Obstacles become hard because now you’ve limited yourself to two outcomes, right or wrong. That’s only two versus the possibility that could go away you never even imagined possible and be more incredible than you ever thought possible. That’s infinite.

And then the N, you will harbor and hold the Negative thoughts when you are stuck in the two options or right or wrong.

And finally, the G is Guilt and shame. When you stay in the cycle of right or wrong, you will create so much guilt and shame that you will then need to be right as much as possible to try to suppress all the feelings of your wrongness.

So I’m going to give you a couple of tips.

One, give yourself permission to make mistakes. The only reason people constantly feel wrong is because they’re looking at something as right or wrong instead of realizing that there is no success without failure, mistakes, setbacks, naysayers, critics. You are going to get it wrong and it’s just performance. When you feel wrong, it’s the morality instead of the performance. Top performers just look at what didn’t go the way they wanted it to go, where they didn’t get the outcome, and they adapt and they adjust, they look for help. There is no top performer in this world who does not have great coaches and wise counsel. If you are struggling with getting it wrong, it means that you are trying to create a new solution with the same brain that created the problem. Go get help, go get insight from someone else who has succeeded at where you are struggling. So give yourself permission, begin to embrace and welcome the mistakes as your progress, not a problem.

Two, grant access to listen to others’ opinions. Instead of listening from the lens of judgment, where I already know that, I already tried that, I already did that, who do they think they are? You’ve closed your mind. When you sit in that space of judging someone who is giving you feedback, you will not be able to internalize and integrate that feedback into how you generate a new result. So instead, listen from curiosity. Wait, I have never been this person I am right now in this moment. Even as you’re listening to me, you have never heard anyone say what I said the way I said it ever before in life. This is a new moment in time, so get curious about how you can integrate and use this information so that you can impact it to increase your outcomes and your income. So grant access to listen from a new lens of curiosity.

Three, gracious of yourself with the moment. Be compassionate. I tell people, I cloak myself, I flank myself with grace and kindness and patience and all the good things. The thing that you’ve never done before is today. So you will always make mistakes because whenever a human being does something they’ve never done before, they will never get it 100% right the first go around. Understanding and giving yourself grace that you are getting a little bit better every way, every day, that’s all you can do, and then generate a new possibility before you step into communication. If you know that you always needed to be right or always felt wrong in any conversation, any situation, any communication, generate a new possibility of the outcome before. Look at the future and say, At the end of that conversation, I’m going to feel amazing no matter what the outcome. Then you will get into the possibility instead of the right or wrong. Have a great day selling.

Scott Ingram: For links to lots from Meshell, just click over to DailySales.Tips/1597. Once you’ve been over there, be sure to come back here for another great sales tip. Thanks for listening!

“The other part of this that’s really important is that you give back. So if you’re selling and you’re already implemented and they come to you, be a resource for them.” – David Weiss in today’s Tip 1596

What’s your thought about this play?

Join the conversation below and learn more about David!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from David Weiss. David is the Chief Revenue Officer of the Sales Collective and founder of DealDoc. Here he is:

David Weiss: Hello, everyone. This is David Weiss, Chief Revenue Officer of the Sales Collective and Founder of DealDoc, your app for deal coaching. On today’s tip, we will be talking about The Past is Prologue Play. Yeah, pretty fancy name. I don’t know why I did all these fancy names for these. But anyways, all right. So in this one, and the problem we’re trying to solve with this play is that, how often have you been involved in deals and really wanted to understand how the heck does this company get anything done? How do they buy? How have other reps gotten things across the line? It’s so common, because it’s like, what is this buying process actually going to look like? And that’s where we’re trying to solve with this play.

So this play to me is all about networking, strategic relationships, understanding how this company has purchased things in the past, and not just from our internal resources that we can always ask that from, but from externally, from other sellers. So I don’t know how often you do this, but I always had relationships with companies that were in the same category as mine, but adjacent. In other words, if you’re selling outreach as an example, you may want to have friends at SalesForce and SixSense. Those are both sales platforms that sell to similar buyers.

Imagine if you could tap into their, and you know they’ve bought those solutions, imagine if you could tap into their sellers and be like, hey, who did you work with? Who ended up signing off on it? How long did it take? What were the key reasons that they bought? What roadblocks or challenges did you face? How did you overcome them? Do you have any relationships? This is also great when you combine it with a strategic implementation play around the concept of, hey, if I can combine your tech and my tech, now one plus one equals three.

So that’s another one of the reasons I always created strategic partnerships was once I saw that, oh, wait, every company I try and sell to is either thinking about buying this or has already implemented that. Man, I want to go form relationships with sellers at that organization and trade information and trade leads and create partnerships. And so that’s what this play is all about. This play is about going to the market, finding a partnership manager inside of a product that that company has already purchased that is complementary, reaching out to them and say, hey, I’m in a sales process with so-and-so at this organization you’ve sold to them, love to understand more about that sales process and see if we can strengthen the narrative and work together.

And you’ll be amazed about how often people are willing to have conversations with you, and you get that partnership manager, introduced to the AEs, or you find the AE on your own, and you just ask them those strategic questions and you build relationships. This has absolutely helped me understand. And the old saying, buyers are lies. It’s amazing the parallel in sales processes that I found like, oh, they said that to you too. Oh, they played that game with you too. Oh, this thing happened. Companies run the same plays, have the same issues. The same things come up in multiple deal cycles across every different product. None of us are really that unique. So this is a great way to gain that additional insight.

The other part of this that’s really important is that you give back. So if you’re selling and you’re already implemented and they come to you, be a resource for them. And also if you are running a deal and you hear that person’s competitor, involve them, scratch their back. It’s amazing how small of a world it is and how much those things come from a circle.

So again, this is the past is prolog play. And if you like this, you can find 78 other plays just like it inside the Sales Tacticians playbook, which exists inside of DealDoc. You can also find a link to it on my LinkedIn profile. So if I can ever help you with anything, feel free to reach out. Thanks again.

Scott Ingram: For links to connect with David and to his entire playbook, just click over to DailySales.Tips/1596. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“So I actually want to do what’s best for Descript right now, which is to basically focus on learning, not selling.” – Jay LeBoeuf in today’s Tip 1595

What’s your thought about this?

Join the conversation below and subscribe to The Science of Scaling podcast.

Descript
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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from a new podcast called The Science of Scaling. It’s hosted by Mark Roberge – who you might know as the founding CRO at HubSpot, co-founder of Stage 2 Capital, or as a Senior Lecturer at Harvard Business School. Each episode of The Science of Scaling gets super tactical on how to scale your sales and revenue. And episodes feature this really unique, “stop the tape” feature where Mark literally pauses the interview to jump in with a deeper breakdown of the different points being made by the guest. You’ll hear that happen here as he talks with Jay LeBoeuf, the head of sales at Descript.

Mark Roberge: Why did you go non-commission?

Jay LeBoeuf: The short answer is I have absolutely no experience as an enterprise sales professional. I have always wondered why it was a thing. I always felt extraordinarily driven and hardworking, and I didn’t feel like I would ever do anything different if I had a commission. But there’s also a lot of examples that I’ve come across, Mark, especially since we’re still very early days of what we’re doing that we would have made some decisions that run at odds with what the product team needs. We would have sold into organizations that might not have been good long-term customers. We would have made some deals that could have churned within 12 months, 18 months, and reflected very poorly on us. Right now, I put a premium on us landing a deal with a well-known customer that has high growth potential.

Mark Roberge: Okay, let’s unpack this commission discussion for a second. Well, first off, his last comment here of a commission plan would have ruined the first phases when they’re trying to iterate product and voice of customer and debugging. It’s like, Yeah, we don’t need a commission plan designed in there too. I’ve used it, completely agree. Don’t use a comp plan until we have product-market fit during the product iteration. It’s just not right. And the people that you attract to the job are not right either. They should be at equity, a base salary. They’re part of the team, finding fit. What I find to be intriguing is he’s scaling without a commission plan too. Seeing it here and there, Daniel Pink talked about and to sell as human. Every time I’ve seen it, someone runs a test next to it, and the traditional comp-driven, variable compensation-driven salesperson outperforms. I don’t know why. I agree, which is sentiment. It’s like the engineers aren’t a variable comp plan, but they’re really productive. I mean, the skin in the game is they keep their job and they have equity. Why can’t that be the case for sales too? And if it’s so unique with commission, why don’t we put engineers on commission plans too as well? That’s a complicated one, but we’ll see how it plays out for Descript. Okay, let’s get back to Jay.

Jay LeBoeuf: And it doesn’t matter if it’s 12 months, 18 months, we’re at a stage that we can make these bets. We can learn from these customers, bring them into the fold. If they’re only two, three, four, five users, it’s really not a good use of people’s time to be closing a lot of those deals. So if they’re commissioned, I can see they might want no part of that, and they feel like I’m disincentivizing them to do those. So I actually want to do what’s best for Descript right now, which is to basically focus on learning, not selling.

Scott Ingram: You can listen and subscribe to The Science of Scaling now on Apple Podcasts, Spotify, and everywhere else you listen to podcasts and of course, we’ve got those links for you at DailySales.Tips/1595. Once you’ve been over there, be sure to come right back here for another great sales tip. Thanks for listening!

“Do not chase the deal. Do not show your need of the deal.” – Jim Camp in today’s Tip 1594

Do you chase the deal?

Join the conversation below and learn more about Jim!

Jim Camp on LinkedIn
Camp Negotiation Systems
4 Reasons People Say No
1589: Start With NO – Move the Needle

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jim Camp. Jim is a former VP of Sales, and is now an owner and coach with Camp Negotiations.  His coaching expertise is in sales negotiations, and leadership.  Jim has also served as a military pilot and is retiring as a Major General from the United States Air Force. Here he is:

Jim Camp: Hi, everyone. Jim Camp again. It’s great to be back. I’ve got another tip for you. In our previous episodes, we talked about giving the right to say no and even asking for a no during a deal that’s gotten held up for some reason. After all, at the end of the day, the safest decision your opponent can ever make is no. The great thing about decisions is that they can be changed, especially when we get the emotion out of the way.

Moving forward with you, the next few tips are going to really focus on your emotion and helping you control your emotions during the sales negotiation process. I’ve got a client, and right now one of my clients that I’m coaching is on the verge of probably one of the largest deals in his industry. Can’t say who, obviously, I want to keep that confidential, but let’s just say if he gets this deal, it’s a game changer. We’re pretty far along in the process, and he is extremely excited. However, the timeline for the decision from this organization has gotten delayed because of some change in personnel.

Here’s the tip. Be patient. Do not send long-winded emails. Do not show your neediness for the deal. Do not show your excitement. Do not apply pressure. That will only push the decision makers further away from an agreement. All you have to do is sit back, relax. At this point, there should be very little activity. Do not chase the deal. Do not show your need of the deal.

That’s the tip for today. I know it’s short and sweet, but really take a close look at your behaviors and make sure you’re not chasing people, chasing is amateur. It shows need, and it will only convolut the decision-making process on the other side of the table. Be patient and land the big fish. Until next time, we’ll see you.

Scott Ingram: To get your hands on a free download with the 4 Reasons People Say No from Jim and Camp Negotiation, just click over to DailySales.Tips/1594. Once you’ve been over there, be sure to come right back here for another great sales tip. Thanks for listening!

“Harness the power of generative AI to create authentic connection.” – Jason Tan in today’s Tip 1593

How you can use Generative AI to supercharge your prospecting efforts on social media?

Join the conversation below and learn more about Jason!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jason Tan. Jason is the Founder of Engage AI, a Conversation Copilot for B2B Sales Leaders to augment conversations and deepen relationships on LinkedIn. Jason is passionate about building a tech platform to help unsung heroes like small business owners and SDRs who bring revenue into organizations. Here he is:

Jason Tan: Hello, everyone. Today, I want to tell you about how you can use Generative AI to supercharge your prospecting efforts on social media. Now, when it comes to Generative AI and social media, I think most people immediately think about using ChatGPT to generate posts and content. But the reality is its capabilities go far beyond that. In prospecting on social media, Generative AI and power are and can empower you to automate the process of crafting, engaging, and personalized message to connect with potential prospect.

Now, let’s face it. Cold messaging or emailing a prospect is not going to work. We all have seen too much of it and none of us really like getting the cold message, cold email that try to sell to us. And without any prior connection or bond, all of these cold messages can easily get lost in the sea of similar outreach attempts that flop their inbox every week, if not every day.

So how can we build meaningful relationships before diving into the direct messages? The answer lies in commenting. However, generic comments like great posts or thanks for sharing won’t cut it anymore. They go unnoticed. Especially it is adding no value to the conversation and giving the impression that you didn’t even read the post. And this is where Generative AI becoming a game changer.

One of its greatest advantage is the ability to generate highly custom and tailored comments and skill. Imagine the time you were saved by effortlessly crafting meaningful comments on a multitude of social media posts every day. But the strategy of use of the Generative AI not only saves time, but also significantly increase the chance of capturing the attention and interest of your potential prospect.

If you are leaving insightful comments that differ from the usual great post, fire emoji, Thank you for sharing, then your prospects are going to take notice. When you eventually reach out to them through direct message, they will be much more likely to respond back as you already established yourself as an engaged and valuable thought leader and contributor.

So harness the power of Generative AI to create authentic connection. You take your prospecting through social media the new high. Now, go out there, leave meaningful comments, and watch your engagement and response rate soar, as well as creating more conversation by breaking more ice. Happy prospecting and networking.

Scott Ingram: To try out Engage AI for free and for links to connect with Jason, just click over to DailySales.Tips/1593. Once you’ve been over there, be sure to come right back here for another great sales tip. Thanks for listening!

“Saying I don’t know will not encourage a strong relationship. Find ways to respond in a manner that lets them know that you’re willing to be part of the solution.” – Meshell Baker in today’s Tip 1592

Do you say I don’t know?

Join the conversation below and learn more about Meshell!

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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, your favorite sales confidence igniter and authentic selling crusader. Here she is:

Meshell Baker: Today I’m going to speak about the phrase I don’t know about its impact and how to replace it. Now, as a seller or sales leader, your role is meant to be the expert. You’re actually meant to know.

Now, the interesting part about that is that nobody knows everything and it’s absolutely okay not to know. Having said that, how do I tell someone that I don’t actually know without saying, I don’t know? Well, that’s today’s tip.

Now, why is it important? Because as an expert, you lose credibility. As a sales leader, you lose credibility as soon as you utter those words, I don’t know. Replacing that with a strong, empowered phrase that lets them know that maybe it’s information that you’re not currently privy to, yet your willingness to support and solve on the other person’s behalf, be it the seller as a sales leader or the buyer as a seller, that you are more than willing to research and acquire, work with them so that that solution can be clear is what your role is.

Now, having said that, here are some phrases to utilize in the midst of saying, I don’t know. Now, when you are in that role which you don’t know, it’s not your area of expertise, yet someone wants to know your thoughts, here are three things you can respond with.

“I’m not sure I’m the best person for that answer,”

“But number two, here’s what I know, and here’s what I don’t know.”

“Number three, based on my understanding, I believe that.”

Those are three ways that you can respond to someone’s request when you actually don’t know. So it leaves you strong, empowered, and it keeps the conversation moving forward so that resolution or solution will be gathered.

Another one, what to say when it’s better to help someone find the answer. So some people are looking for you to be the answer and you want to empower them to get their own answer.

Great question. Let’s look into that. So that way you’re supporting them in finding a solution.

Number two, let’s see what we can get some more information on that. So you are actually supporting someone in becoming their own solution, thereby allowing them to be stronger in their ability to discover what they don’t know.

Another way, a better way to say I don’t know when you need some information to get the right answer. So here are two great options.

Before I answer, could you share a little bit more detail about what you need or what you’re looking for?

So this is especially important in a sales call or when you’re working with someone as a sales leader to really get more detail on what it is they’re asking before you say, I don’t know.

Number two, before I answer that question, could you clarify what you just said or your statement? So what it allows you to do is to see if there’s more to know that you might actually have a response to. Sometimes people pose a question and you’re not even clear on the question before you say, I don’t know.

What I want you to take away from today is that instead of saying, I don’t know, be willing to take the conversation further. Be willing to ask some questions. Be willing to work together with a person for that solution.

Remember, as a seller and a sales leader, you are the expert. That person is coming to you to ask questions and to maintain your status of being a top performer, of being a stellar sales leader, of being the solution, and the person that you want your buyers to refer and recommend to other people. Even if you don’t know, that’s okay.

However, saying I don’t know will not encourage a strong relationship. Find ways to respond in a manner that lets them know that you’re willing to be part of the solution. Have a great day selling.

Scott Ingram: For links to connect with Meshell and more, click over to DailySales.Tips/1592 and then, come on back for another great sales tip. Thanks for listening!

“Don’t use AI to help you do more until you are actually good at doing anything.” – Chris McNeill in today’s Tip 1591

Are you using AI?

Join the conversation below and check out the links!

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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from a close facsimile of Chris McNeill. Chris is a long-time contributor to the Sales Success Community, he has a decade of experience selling and leading teams and is an intentional individual contributor who loves working with technical solutions and complex buyers. Here it is:

Chris McNeill: Howdy Sales Success Community. William Zinsser, in his popular book on writing well, says that you must first learn how to communicate effectively before using tools that can increase how much you write. Zinsser pointed out that while word processors, which were new technology at the time, could help good writers improve, they could also make poor writers even worse. His argument is that you need to have basic skills first before using tools. Essentially, a tool is only as good as the person using it. This idea is even more important today with many new AI writing tools. These tools, especially in areas like sales and marketing that rely a lot on communication, can greatly help or hurt users depending on their skill. They can help those who understand how to communicate well but can also compound the mistakes of those who lack those basic skills.

For example, AI that generates marketing emails can dramatically increase how many and how often emails are sent. A skilled marketer who understands their audience and how to connect with them can use AI to send many personalized, impactful emails that get high response rates. However, a less skilled marketer using generic, unengaging language will only amplify their ineffectiveness by sending many more bad emails that turn off recipients.

I’m sure we have all been on the receiving end of this or have seen the LinkedIn posts from people that are. In sales, this principle also applies. AI tools that can automatically generate sales pitches, manage customer relationships, and analyze interactions may appear useful. But in the hands of a salesperson who lacks empathy, communication skills, and an understanding of their customer’s needs, these tools will only scale poor behavior. Effective selling requires making genuine human connections, not just having more interactions.

So for those in sales looking to leverage AI, focus first on honing your craft. Learn how to build trust, understand motivations, and add value for your clients. With this foundation in place, AI can then be used to augment your best skills, not amplify your worst ones. The key takeaway is this. Ai amplifies abilities for better or worse. You must have the necessary skills and knowledge first before using AI. Technology can never replace skill and knowledge. It can only improve or worsen their effects. So that’s today’s tip. Don’t use AI to help you do more until you are actually good at doing anything.

Scott Ingram: For a link to connect with the real Chris, just click over to DailySales.Tips/1591. Once you’ve done that, be sure to come back for another great sales tip. Thanks for listening!

“When you wake up and realize that your life is mostly spent working, then you’ll take more care on who you’re working for and who you’re working with and you’ll be grateful that you did.” – Brian Hicks in today’s Tip 1590

Do you know your worth?

Join the conversation below and check out the full interview with Brian!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of a clip from the newest episode on the Sales Success Stories podcast that we just released earlier this week. Here’s a quick sample from Brian Hicks, the top sales performer at Belkins:

Brian Hicks: I’m not ignorant to think that everybody will be in the perfect position for themselves and that everybody is going to be in the happiest role and that they’re going to always love their job. If you love their job, love it too much, they wouldn’t call it work. I’m not ignorant to that.

I recognize that there’s certain necessities that we have to be able to provide for, but there’s a lot that comes along with knowing your worth and understanding that the dichotomy between companies and employees, the paradigm is shifting. People are recognizing their worth more and more every day. We no longer will settle for a company that treats us like a number. And the more people that won’t do that will continue to change the environment, the atmosphere.

I’m not talking from like, “We need a revolution mindset.” I’m not saying that. I’m saying that you know what you bring. Don’t overestimate what you can deliver. Don’t underestimate what you can deliver. Look at the numbers and look at the facts and look at what you’re going to drive to an organization and demand certain standards. It’s just like with anything else with a relationship, you set boundaries. You have to do the same thing with employers.

And listen, I get it. If you have to settle on something that’s not quite your fit, the one thing I would tell you is do not get complacent because you found something that’s 5 out of 10, but it’s paying the bills and find yourself there two years down the road.

Take it if you have to take it, but get to work finding that perfect fit because, yeah, things have to get done and there’s a cost to not having a job, but there’s also a cost of being in something that’s meant really and physically draining to you because you’re not happy and you’re going to be a much better mom, a much better dad, a much better sister, a much better brother if you’re happy when you wake up and you have to work. And you’re not just waiting for Friday to come so you can tie one-off with the friends or the boys or the girls.

When you wake up and realize that your life is mostly spent working, then you’ll take more care on who you’re working for and who you’re working with and you’ll be grateful that you did.

Scott Ingram: For a link to my full, rather epic, conversation with Brian Hicks and to connect with him directly on LinkedIn, just click over to DailySales.Tips/1590. Once you’ve had a chance to listen to that, be sure to come back here for another great sales tip. Thanks for listening!