Transcript:

What’s the biggest mistake you see from new salespeople?

Hmm…. famous rookie mistakes.

Probably the most common is assuming everyone loves them and everyone is ready to buy from them.

Most salespeople get caught up in their head that it takes great skill to overcome objections and close the deal like some kind of star athlete.

Nothing could be further from the truth.

The customer must be ready to deal with their problems with great urgency, and it’s your job to find out how using good questions can facilitate this.

Not everyone that walks on the car lot is ready to buy, and the same rings true everywhere.

I don’t care what conventional sales training teaches, it’s your job to connect, ask the right questions at the right time, and facilitate a customer self-diagnosis.

That’s the only way to see if they’re ready, and if you have a natural fit.

Never presume that you do.

Take your ego out of the equation and see what happens.

You don’t try to marry everyone you date, do you?