COMO APRENDER A VENDER? (Primo Rico e Caio Carneiro discordam!) | O Conselho | Corte do EP. 01

O Conselho | Flávio Augusto

26 Sept 202205:00

Summary

TLDRThe video transcript emphasizes the importance of self-awareness and genuine interest in sales as a starting point for learning and mastering the art of selling. It highlights the need for continuous questioning and self-improvement, suggesting that the first step towards learning sales is self-reflection. The speaker shares insights on the abundance of available resources, including books and techniques, both concrete and abstract, that can aid in the learning process. A key takeaway is the phrase 'train, don't sell; sell, don't train,' which underscores the significance of practice over theory. The video also stresses the importance of handling failure as a learning opportunity rather than a deterrent. It points out that while everyone starts with a dream, not everyone has the resilience to persist through setbacks. The speaker encourages aspiring sellers to view their sales efforts as a means to personal fulfillment and to maintain a strong belief in their goals, as this will help them to endure the inevitable challenges and setbacks that come with the territory of sales.

Takeaways

🧠 The first step in learning sales is self-questioning and recognizing your genuine interest in the field.
📚 There is an abundance of resources available for learning sales, from books to podcasts, covering a range of techniques and behaviors.
💡 The phrase that changed the speaker's career: 'Train, don't sell; sell, don't train.' Execution refines your sales technique more than theory.
🔨 Confidence is key in sales. You need to believe in your product/service and communicate with assurance.
🤸‍♂️ Embrace failure as part of the learning process. It builds resilience and prepares you for the inevitable setbacks in sales.
🚀 Having a dream or ambition is crucial for success in sales. It provides direction and motivation to keep going despite challenges.
🛡️ Resilience is vital. Not everyone can handle the pressure and rejection inherent in sales. Those with the right mindset will persevere.
🎯 Selling is a selective process. It separates those with a clear vision and determination from those who give up at the first sign of difficulty.
🧳 Recognize that selling is not just about the product/service, but also a means to achieve personal goals and fulfill your dreams.
🤝 Building a genuine connection with customers is important. It's not contradictory to have a personal interest in selling; it can be the driving force.
📈 Success in sales requires a combination of knowledge, skill, resilience, and a strong personal vision. It's a selective process that rewards those who are prepared to put in the work.

Q & A

What is the first step towards learning sales according to the speaker?
-The first step towards learning sales is self-questioning and recognizing one's genuine interest in the subject.
What does the speaker suggest is the most effective way to refine one's sales technique?
-The speaker suggests that the most effective way to refine one's sales technique is through execution and practice, rather than just reading or studying.
Why does the speaker emphasize the importance of handling failure in the sales process?
-The speaker emphasizes handling failure because it is an inevitable part of the sales process, and learning from it is crucial for growth and resilience in the field.
What role does having a dream or ambition play in the context of sales, as mentioned by the speaker?
-Having a dream or ambition serves as a driving force and provides direction, making it easier to endure setbacks and continue pursuing success in sales.
According to the script, what is the key to not giving up after facing difficulties in sales?
-The key to not giving up is having a strong belief in one's dream and direction, which acts as an anesthetic to the pain of failure and motivates continued effort.
Why does the speaker say that sales is a selective process?
-Sales is a selective process because it separates those who are truly committed to their dreams from those who give up at the first sign of difficulty.
What does the speaker mean when they say that selling is not just about the product, but also about personal achievement?
-The speaker means that selling is as much about the personal growth and achievement of the salesperson as it is about the product or service they are selling.
What is the significance of the phrase 'treinar, não vende; vender, não treina' mentioned by the speaker?
-The phrase 'treinar, não vende; vender, não treina' translates to 'train, don't sell; sell, don't train,' emphasizing the importance of focusing on practice to improve sales skills rather than just selling.
How does the speaker describe the common experience of everyone having a 'sales awakening'?
-The 'sales awakening' is described as a moment when an individual truly understands and becomes genuinely interested in the field of sales, marking the beginning of their journey in the profession.
What does the speaker suggest about the availability of resources for learning sales?
-The speaker suggests that there is an abundance of resources available for learning sales, including books, techniques, and behavioral strategies, both concrete and abstract.
Why does the speaker believe that not everyone will succeed in sales despite their initial commitment?
-The speaker believes that not everyone will succeed in sales because the process is inherently selective, and only those with the necessary resilience and commitment to their dreams will persist through failure.

Outlines

00:00

🌟 The Spark of Interest in Sales

This paragraph discusses the importance of recognizing one's interest in sales. It emphasizes that awakening a genuine desire and curiosity is the first step towards learning how to sell. The speaker highlights that questioning whether sales skills are innate or learned is crucial for developing an interest in sales.

📚 Abundance of Resources for Learning Sales

The paragraph talks about the vast availability of resources for learning sales, including books, episodes, and various materials. It stresses that while training and studying are important, nothing refines sales techniques better than actual practice. The speaker underscores the importance of execution in sales and learning from real-life experiences.

💡 The Role of Failure in Sales Training

This section focuses on the concept of learning from failure in sales. It mentions that experiencing and exploring failures can be more valuable than theoretical learning. The speaker notes that not everyone is resilient enough to handle repeated failures, and those who lack resilience might abandon their sales career.

🏆 The Power of Dreams and Ambition in Sales

The paragraph highlights that having a strong dream or ambition can help salespeople endure the hardships and failures they encounter. The speaker explains that a clear direction and belief in one's dreams provide the strength to persevere despite setbacks, making the journey less painful.

🤝 The Personal Fulfillment in Sales

This part discusses how selling is not just about believing in the product but also about seeing it as a means of personal achievement. The speaker shares a personal story of how selling enabled them to achieve life goals, emphasizing that understanding the personal benefits of sales can drive success.

🔍 Sales as a Selective Process

The final section explains that sales are inherently a selective process where not everyone succeeds. It acknowledges that many will give up after facing difficulties, but those who persist through failures and learn from them will ultimately succeed. The speaker reconciles seemingly contradictory points by emphasizing that the process of sales naturally weeds out those not genuinely driven by their dreams.

Mindmap

Keywords

💡awakening

The term 'awakening' in the video script refers to a moment of realization or a turning point in one's understanding or interest in sales. It is a pivotal concept as it signifies the start of a personal journey towards mastering sales techniques. For example, the script mentions 'despertar à vontade' and 'primeiro ponto acho que esse esse, episódio desperta despertar à vontade', indicating that the awakening is the first step towards developing a genuine interest in sales.

💡sales techniques

Sales techniques are the methods and strategies used to persuade potential customers to buy a product or service. The script discusses the importance of learning and mastering these techniques to become successful in sales. It mentions 'vender técnicas' and 'vender comportamentos', suggesting that there are both concrete and abstract methods to learn, which are crucial for effective selling.

💡self-questioning

Self-questioning is presented as a critical step in the learning process. It involves reflecting on one's abilities and motivations, which is essential for personal growth and improvement in sales. The script uses phrases like 'você se questionar' and 'é o primeiro passo para um despertar de um interesse', highlighting that asking oneself questions is fundamental to recognizing one's potential and areas for development in sales.

💡training

Training is emphasized in the script as a key component of improving sales skills. It suggests that continuous practice and learning are more effective than just reading or studying. The phrase 'treinar não vende vender treina' is used to illustrate that practice refines one's sales technique more than anything else.

💡confidence

Confidence is portrayed as an essential attribute for a salesperson. It is linked to the ability to communicate securely and effectively with potential customers. The script mentions 'falar com segurança', indicating that having confidence is crucial for a successful sales process.

💡failure

Failure is discussed in the context of being an inevitable part of the learning process in sales. It is suggested that embracing and learning from failure is more beneficial than avoiding it. The script uses 'explorar o fracasso' and 'fracassou várias vezes' to illustrate that dealing with failure is a part of becoming a successful salesperson.

💡resilience

Resilience is the ability to recover quickly from difficulties and is highlighted as a necessary trait for salespeople. The script talks about the need for 'resiliência suficiente' to handle setbacks and continue pursuing one's sales goals, emphasizing that it is a key factor in overcoming challenges in sales.

💡dream

The concept of having a 'dream' or a clear goal is presented as a driving force that can help salespeople endure hardships and stay committed to their path. The script mentions 'seu sonho' and 'direção do seu sonho', suggesting that a strong personal vision can act as a motivator and an anesthetic against the pain of setbacks.

💡personal growth

Personal growth is implied as a significant outcome of engaging in the sales process. It is suggested that selling is not just about transactions but also about personal development. The script refers to 'realização pessoal', indicating that sales can be a means to achieve personal aspirations.

💡selective process

The script describes selling as a 'processo seletivo', which means that it naturally selects or filters out those who are truly committed to their dreams from those who give up at the first sign of difficulty. This concept is used to explain why not everyone who starts in sales will succeed, emphasizing the importance of having a strong dream or goal.

Highlights

The importance of recognizing and awakening one's genuine interest in sales.

Questioning oneself is the first step towards awakening interest and improving sales skills.

The abundance of available resources for learning sales techniques and behaviors.

The transformative impact of the phrase 'train, don't sell; sell, don't train' on the speaker's career.

The necessity of execution over mere study to refine one's sales technique.

The role of confidence in approaching the sales process and recognizing one's readiness.

The value of embracing failure as a learning opportunity rather than avoiding it.

The belief that failure is an inevitable part of the sales process and a tool for growth.

The idea that not everyone has the resilience to return after failure, which can lead to changing professions.

The motivational power of having a dream or goal that drives one's actions in sales.

The concept that sales should be viewed not just as a job, but as a means for personal achievement.

The paradox of selling as a selective process that requires both persistence and the ability to let go of dreams.

The inevitability of most people giving up on their dreams due to the challenges of the sales process.

The importance of viewing failure as a part of the learning process in sales.

The idea that taking responsibility for one's failures and seeking to learn from them is key to success.

The notion that sales is a selective process that separates those with a true dream from those who give up at the first difficulty.

The power of dreams in driving a salesperson's resilience and ability to continue despite setbacks.

The speaker's personal story of starting in sales to achieve a personal goal and how it shaped their approach.

The selective nature of the sales process and the need for both persistence and the ability to handle failure.