I don’t give a $#!+ about your personality
Ok, let me provide some context...
When you become a client at No BS Sales, your first step is to take a skills assessment.
But this isn't one of those garden variety employment evaluations, where they look at your work style, your communication & interpersonal skills, and type your personality. Those have their place.
But, I don’t give a shit about your personality. I probably can't fix that. I'm most interested in the sales skills you’ve developed and the way you measure and value yourself.
And this assessment we use helps me identify if, where, and how I can best help you.
So, about 6 months ago, I decided to retake it myself. I wanted to see what had changed since the last time I'd taken it (it's been about 3 years).
My results were... interesting.
Questioning effectiveness? > Very good!
Ability to control a sales situation? > Very good!
Prospecting skills? > Good, slight improvement!
Decision-making ability? > Very good!
Comfort discussing large amounts of money? > Good, and better than before!
Ability to deal with failure? > Very good (I've had lots of practice!)
I was rolling along pretty well! Until...
Need for approval from others? >> Well, I still suck at that… 😕
I want you to like me!
There, I said it. It’s my Achilles heel. Always has been.
Ever since I was a nerdy kid in middle school, it was important to me to be liked.
So, I did what I thought other people wanted me to do.
I was a follower.
I wanted to be known as nice.
I was easily influenced and rarely stood up for myself for fear of making someone mad.
Need for approval is a sign of deep insecurity.
Do you want your kids to do what it takes to be liked, or what it takes to be respected?
You, like me, might shudder at the idea of your kids doing whatever it takes to be liked without regard for being respected.
To be liked, often we think we just have to go along with whatever.
In order to be respected you need to stand for something.
You have to have boundaries.
You’ve got to be able to say “no” to things that are outside of those boundaries.
In sales, when you value being liked over being respected, you say "yes" to things that aren't in your best interest.
Like doing free consulting.
Like giving away your margin on a deal.
Like letting a prospect or client treat you like shit.
To gain respect, it often means telling your prospect you're not the right fit, no matter how enticing the fee from the sale may be.
It also means being willing to walk away from a deal that’s unfavorable to you or your company, no matter how big the “opportunity.”
Being someone people respect sometimes means being willing to “go there” when you sense "there" is something that could kill the sale or could make a conversation uncomfortable.
Ultimately, the respect I need is from myself. When I have that, the rest falls into place. I work on that everyday.
Once I became aware of my high need for approval, I was able to adapt.
I'm aware of the voice in my head that says “Wait! Don’t ask that! What if it makes them mad? What if you run them off?”
When that little scaredy cat voice pops up, I'm ready for it. I even have a name for it. I call it Frank.
I respond to that voice by saying, “Shut up Frank. We’ve already got plenty of friends. Let’s see if this person is qualified to do business with us. That’s what’s important in this meeting.”
So, how about you? Where do you need to adapt?
What mindsets and skills do you need to work on so you can be better at the career that feeds your family?
If you're interested in taking the Sales Skills Assessment yourself, so you can be aware of the things that may be holding you back, click here to set up a complimentary call with me.
You’re already good. Let me help you get better!
Bringing Honesty, Transparency, and Selflessness to Business.
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