What is the one mistake that pretty much we all do at the beginning of our sales career?

Some of us get out of it pretty quick.

It's sounding and acting like a salesperson. Now why is this bad? Well people treat you the way you behave and why do we do this because we naturally feel

inauthentic being in the sales role but how do we get authentic at it? We've got to get confident. Not too confident.

Confident enough to relax, to connect with another human being,

to be both trustworthy, to earn trust,

and to convey that to the other person by showing more interest in what they want to

accomplish than what we want to accomplish. This is counterintuitive. What do we want to do? We want the order. We want the

next step. We want progression with the deal. But is that the way to get it? So much of what

goes on in sales today is self-inflicted. We ask ourselves, why does our manager want activity?

Because they don't know quality, because they assume activity equals outcome.

Yeah, that's what we run into when we don't understand what we're doing.

Well, we don't understand what we're doing. Well, we don't understand what we're doing, we behave like we do.

We act like we do.

So we assume we should act like a salesperson if we're going to sell.

The easiest and fastest thing to get better results in sales is to stop doing that. Get comfortable with selling. And how do you get

comfortable with anything? Exposure, we do it. They call it exposure therapy. If you want to learn a foreign language,

immersion, get into it. Move to that location, move to that neighborhood.

Live with people who only speak that language.

Burn the boats. Force yourself to do that. Well, some of us don't want a force, but a little daily activity around it.

Catch yourself. Listen to yourself. Hear that voice. Like right right now I got my podcast voice on because my regular

voice would put you to sleep. So I put on a more exciting interesting podcast voice, but that's for you, not for me.

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