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Daniel Coyle joins me on the Salesman Podcast to discus the age old question ‘are sales people born or made’? Daniel’s unique expertise in understanding talent in all areas sheds some light on this issue.
Genes/Upbringing vs Practice?
We start the show by discussing which is more important – your genes/upbringing (things you don’t have control of) or whether the amount you practice and what you learn (things you do control) have an overwhelming impact.
Short cuts to sales success
Daniel explains that reflecting back over what you did in certain situations is a key differentiator to those who master a skill and those who continue to just get by.
“There’s one word that applies to everybody that masters their skill, that word is reflection”
Sales pros should record presentations, ask for feedback from more experienced sales people and look at what went wrong/right in sales engagements if they want to dramatically improve their sales performance. Hint – 99% of your competition will never do this.
Take responsibility
We end the show by looking into why taking responsibility for your progress (or having a clear mentor who can help with this) is the quickest way to improve in sales.
I explain about my spreadsheet where I log things like cold emails that have worked well for me and phone intros that stopped me hanging up when I’ve been cold called.
Daniel also goes through some other ways of taking responsibility and becoming a killer sales person.
Guest info:
Daniel Coyle is the New York Times bestselling author of The Little Book of Talent, The Talent Code, Lance Armstrong’s War, and Hardball: A Season in Projects. A contributing editor forOutside Magazine, he is a two-time National Magazine Award finalist.
Coyle lives in Cleveland, Ohio during the school year and in Homer, Alaska, during the summer with his wife Jen, and their four children
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Show notes:
Books mentioned:
The Little Book of Talent: 52 Tips for Improving Your Skills
The Talent Code: Greatness Isn’t Born. It’s Grown. Here’s How.
