“So remember that you are in a serious game and you’ve got to put the effort.” – Jason Cutter in today’s Tip 1116
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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 Jason Cutter. Jason is an author, podcaster, and consultant who builds scalable sales operations and coaches individuals on how to close more deals. His first book – Selling With Authentic Persuasion: Transform from Order Taker to Quota Breaker – explains how a guy with a marine biology degree became an expert at selling. Here he is:
Jason Cutter: So what are you doing off the field to improve your selling effectiveness? Are you reading? Are you studying? Who are you listening to while they sell? Who are you studying? What are your role models when you’re out as a consumer? What are you picking up that you like that you don’t like? What works? What doesn’t work? What are you spending your time on? Are you practicing? How much are you practicing? Are you role-playing? Are you working on your script? Are you listening to the subtle feedback from your prospects during each conversation? Because they will tell you when you listen close enough and you listen long enough, they will tell you what’s working and what’s not working. And that’s so important.
Now if you want to achieve greater results and sales, like in anything, it takes deliberate effort and practice, not just showing up cold and jumping into the game thinking you’re going to hit the game-winning shot like some kind of superstar. Now, it literally takes hours and hours and hours of practicing your shot, running drills, playing it out in your mind so that when you do get in the game, you are ready and confident and you have the best chance of making that shot.
It’s the same thing with sales. Most people just jump into a call or meeting and assume that if they say the right thing or if they just talk enough or they bring up enough facts and figures and case studies and logos or brands or testimonials, maybe if they bring in their manager to help save the day, that’s going to be enough and they’ll just figure it out as they go.
The thing is, do you honestly truthfully ask yourself? Do you think you’re going to achieve great financial results that way? Do you think that’s the way that any other professional thinks, operate, and then achieve the results that they have? Do you think a professional athlete, professional musician, a professional in any other way, a doctor, a lawyer, anybody else who would think of themselves or call themselves a professional and get paid like a professional? Do you think they operate that way? Do you think they just show up? Do you think a doctor just one day just shows up and says, All right, let’s do some surgery today and see how it goes? I think I got the fundamentals down and I know I can wing it enough because I’ve done this before or I took a course or I did some training. No, they would never do that.
So I challenge you, I implore you take some time. It’s tough, it’s tough, it’s tough I get it but take some time each day, each month, each year, right? Like invest it in yourself and I say it’s tough because A. It’s hard work. Practice is tough. People like the game. The game feels fun. Practice can feel like work. Most people don’t like anything that feels like work. You have to push yourself through that. The other part is when you’re practicing when you’re working on your sales skills you’re not making money in those moments.
So it’s really tough for salespeople for teams for managers to set aside a large amount of time to practice because they’re not making money, they’re not closing deals but it’s the same thing with sports. What you see on the field or the court is a small percentage of their week, of their time, of their day and it’s so that when they get in the game they have the highest chance of succeeding against their opponent and you have a very worthy opponent when you’re in sales you’re up against a messy, scared, confused human whose brain is still stuck a long time ago in survival mode and keeping themselves safe and away from danger and you represent danger because you’re helping them buy something that equals change and change is scary.
And so remember that you are in a serious game and you’ve got to put the effort in to succeed, to win you’ve got to put in the practice, you’ve got to put in the effort you’ve got to sharpen your sword, you’ve got to find whatever resources you can you’ve got to study, get a coach, get a mentor, join a group, listen to more podcasts, be a better student of sales and move yourself to pro status.
Scott Ingram: To connect with Jason and for a link to join his Authentic Persuasion Private Group Sales Coaching Program, just click over to DailySales.Tips/1116.
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!