One attribute many successful sales people possess is clarity of purpose, this helps them plan and execute more effectively, as well as help them review their actions and results more objectively. Because they are more focused on ‘purpose’ rather than self, any negatives that may surface during those reviews are weighed against results and how they may have moved them towards their purpose.
In case you are wondering, the purpose is usually a balance of helping the customers and their employers achieve their objectives, while ensuring their own success.
As a result they are much more naked to the world than their less successful counterparts. The also-rans, spend time and energy building up calluses to protect their egos from constructive input, and change. While consistently success sales people contiguously seek feedback and critical input, understanding its importance to success.
Part of this is their willingness and ability to ask for HELP.
“Know-it-alls”, by definition don’t feel they need help, because hey, they know it all. I work with my share of these folks, most of the time nice people in every other respect, but just refuse to take steps to ensure they are improving. (Sounds like some prospects we know, n’est-ce pas?) They can do it all on their own, and would rather piss their pants than ask where the washroom is. If they can’t, it won’t get done. Which is not the worst thing in some cases, not getting it done in sales lets down two of the three parties mentioned above, remember the Buyer will always have other, better, options.
Many sales people have difficulty asking for help internally or from assets provided by their organizations, such as me or other providers like me. One thing I offer my clients is availability, if you need to better understand something I have introduced, you are about to go into a call and want to bounce ideas, anything pertaining to sales and the areas I have been hired to help with, call, no need to wait or schedule, help is at hand. You know how many people take me up on this offer? Exactly, only the proverbial 20%. The ones who were likely succeeding before I came, and get the most out of what they are taught, the ones who will drive the ROI on their company’s investment. The rest, well, the “know-it-all”, and need little or no help in not making quota.
But you know where asking for help has the most profound effect and return? Asking your buyers for help.
Now I am not suggesting that you undermine your position as a Subject Matter Expert, but there are other ways. Buyers are people, and people invariably like to help, it is the way we are built. It is amazing the power of asking someone for help, you would not believe what you can find out by using a simple phrase like “Help me understand”. No this does not mean you are wake, stupid, incapable, or uninformed; it just means you are open to learning. That just as you are willing to ask for help, you are willing to offer it.