“Continue growing your base of knowledge and learning new things about your trade. Follow the elite sales professionals who never stop learning so they remain elite.” – DJ Sebastian in today’s Tip 1316
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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 DJ Sebastian. As a top-producing sales executive for some of the best technology companies, DJ learned that to become great at selling, you must be a great communicator. Now, as a sales coach and author, DJ’s mission is to help the next generation of B2B sales professionals become elite sellers. Here he is:
DJ Sebastian: John Wooden, champion basketball coach at UCLA said this, “It’s what you learn after you know it all that counts.” As you gain more experience as a sales professional, you usually have a better sense of how to develop sales strategies, how to execute successful sales cycles, and how to advance sales opportunities into winning deals. However, after attaining a level of success, some salespeople get a false sense of superiority, even arrogance. Some of them gain an inflated and incorrect belief that they know everything they need to win.
Earlier in his coaching career, Wooden was already a 15-year veteran as a basketball coach at UCLA. His teams were good, but never won a national championship until he changed two of his coaching beliefs. First, rather than having every player get equal playing time, he limited significant playing time to his top seven players. Second, he had increased the intensity of the grueling practices that he was known for when preparing for the post-season tournament. But he realized that working players so hard by tournament time, they were physically and mentally exhausted.
So instead, he focused on conserving players’ energy prior to the playoffs. The result was the greatest championship run in college basketball history. Wooden’s UCLA teams won ten of the next twelve college championships. The greatest college basketball coach of all time understood that when you think you know it all, you begin a downward slide toward mediocrity.
Don’t fall into this trap. Continue growing your base of knowledge and learning new things about your trade. Follow the elite sales professionals who never stop learning so they remain elite.