people pleasing

I've trained hundreds of salespeople that are people pleasers and none of them were top performers.

I was the same at the start of my career. I was terrified of annoying a prospect in case it meant a deal fell through. 

But then I learned something key:

DON’T always agree with your buyers.

As an example, I often get enquiries for 1 off workshops or keynotes for sellers. I always challenge revenue leaders in these cases and tell them:

These will motivate a sales team BUT have little action long term.

I show them the forgetting curve that 90% of what you learn you forget within a week without reinforcement. It's like exams you cram study for and you forget all of it 3 months later.

I then show them our 4 month multi year programs, and say 4 months is the minimum that’s needed to make an impact.

Our longer sales enablement programs turn off some buyers.

But the more qualified leads respect being challenged, ultimately leading to higher value deals.

DON’T be scared to challenge or even annoy your buyers. It’s what top sellers do.

Cheers,

Michael Hanson

CEO Growth Genie