Most people, not just salespeople, have no idea how they show up to others. They believe things about themselves like “this is how I am… get used to it” or “the reason someone doesn’t like me is they have issues” or “that sale didn’t close because the customer was on the “take” or “they wouldn’t know good if it bit them.” They always have an excuse or blame others for their lack of success. When they receive any feedback to the contrary, they defend their position as opposed to saying “ok thanks for the feedback, I’ll take a look at that in myself…” Feedback from others is often hard to hear and it’s typically very valuable. How are we to learn about “what we don’t know that we don’t know about ourselves” without being open to feedback?
Some people are always on the attack in meetings or when receiving any feedback because this is their defense mechanism that keeps others from getting to know them well… they think that no one can see their faults. So by being aggressive, it keeps everyone at arm’s length except the few that they allow in.
What is valuable to learn is that how you show up anywhere is how you show up everywhere. As an authorized partner of “Everything DiSC”, I encourage my coaching and business clients to take the Everything DiSC for Sales, Leaders, etc and the Everything DiSC 363 to get feedback about how others see them and the areas others see as “needing improvement.”
While this is great for all people, salespeople, in particular, can improve their results by 50% or more with feedback about how they show up. Once they drop their “perceived ego” and learn to become flexible and chameleon-like… they can close customers who passed previously because they didn’t match that personal style… 25% of people won’t like us and don’t know why… imagine if you could close 50% of those with a slight shift in your personality.
It’s called Emotional Quotient … your EQ… as opposed to IQ which is pretty much static after an early age, EQ can be raised by learning about how you show up and by feedback.
So get some feedback and grow… your EQ and your sales. I am glad to help, It’s what I do… and there are a plethora of coaches and trainers to help.
I love helping people win.
Gratefully yours,
Steve
