“What you really need to do is have the confidence to say you don’t know, and have the confidence to ask somebody to explain something that you don’t understand.” – Scott Ingram in today’s Tip 232
Are You Confident Enough to Ask?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Over the last few months, I’ve talked a few times about the imposter syndrome, and it’s not just in sales where this can come up. There’s a segment they occasionally play on the local NPR station here in Austin, KUT, called “Two Guys on Your Head” it features two psychologists talking about a whole range of different topics. My wife hates it, so it’s not for everybody, but I heard a segment last week focused on the Imposter Syndrome that in 8 minutes did a really incredible job of breaking the whole thing down. You should absolutely listen to it yourself, as I’m not going to do it justice and there’s a link for you at DailySales.Tips/232. The most relevant point that they made was that if you feel like you’re an imposter and you’re afraid of being found out, then the last thing you want to do is say something that might expose you as a fraud. Here’s the challenge though. Let’s say you’re talking with a prospect, and maybe they’re in an industry that you have some knowledge about and you want to seem knowledgeable and credible, but maybe they mention an acronym that you’re not familiar with. The risk is that you’ll be afraid to ask them to explain what that means. While what you really need to do is have the confidence to say you don’t know, and have the confidence to ask somebody to explain something that you don’t understand.
Again I’m not doing this justice and rather than talking about it more I’d just encourage you to click over to DailySales.Tips/232 and listen to the original piece. I found it to be super valuable and think it’s worth the 8 minutes it’ll take you to listen to it and that’s IF you don’t speed up all of your podcast listening like I do.
Alright, that’s it for today. Be sure to come back tomorrow for another great sales tip and thank you for listening to this podcast and sharing it with your friends in sales.