Why Admitting It's All Your Fault Is Best For Growth, Tom Tonkin

"If you think we are too expensive then I have done a terrible job of explaining the value we offer." (Or the customer doesn't need what I'm selling.)

100% of the time I have an action to take.

We feed our negative feelings too well

If you're not making quota, you're probably not going to get into a sales leadership position

Bring in an outside person as a manager if you want to change the culture

Your organization is thriving if the top salespeople are earning more than the manager

Stress the emotional part of the sale, especially in real estate

Go see their current home
Go room to room
Ask them questions about their current home and the layout and their feelings about each room

Get better at discovery calls

Get to the emotions

Understand their motives

People get wound up on the answer when they're shopping

Don't say, "What is it that you hate?"
Ask, "How did you come to that conclusion?"

91% of all job separations are due to cultural issues

9% are due to skills

Too many people interview their new hires on the 9%

His past sales manager would ask salespeople who had expensive hobbies

Why Admitting It's All Your Fault Is Best For Growth, Tom Tonkin

Professional Sales Tips you'll learn today on The Sales Podcast...

Sales Growth Tools Mentioned In The Sales Podcast