Transcript:

Hmm… expert mistakes.

They’re complex usually.

The sales elite show up authentically, connect easily and are prepared to ask smart, well-timed questions to assess the situation without assuming they can help.

I think the biggest mistake is eagerness to jump in and solve a problem before fully understanding all of the issues and the criteria for success.

We all want to help and make a difference.

The real difference between the elite and everyone else is they are more methodical about diagnosis.

Everyone else typically displays a burning need to show their value and jump right in, and it’s usually premature.

The lesson here is to remain calm and provide the space for the customer to thoroughly describe their problems and feel their pain to decide for themselves.

You don’t want to stop them from doing this as you can easily take the emotion out of the decision and we all know decisions are made emotionally.