I am about 15 weeks into my transformation to a sales rockstar. One of my biggest obstacles as a salesperson is my need for approval. It affects far more than you could possibly realize. But really, the worst part, is it has prevented me from asking difficult questions. Questions that, if asked, would really help both myself and my potential customer. It would keep us from wasting time on things that aren’t important. It would keep us focused on the things that matter, things that matter to them. Isn’t that our job as salespeople? To find out what matters to our customer? To find out about their dreams and goals so we know if we can help them get there? So by that perspective, isn’t it selfish of us not to ask difficult questions?
I was recently told, “you need to learn to be the person your customer needs you to be, not necessarily the person they want you to be.”