Escape The Stereotypical Version of a Sales Person by Following These Steps

Summary

This motivational speech challenges conventional ideas about knowledge and sales. The speaker emphasizes that knowledge alone isn't power—it's the implementation of that knowledge that leads to success. Through engaging examples, the speaker redefines the role of a salesperson, highlighting integrity, transparency, and relationship-building. They argue that everyone is born with the ability to sell, but societal norms often suppress it. The speaker also introduces the concept of ‘magic words’ that speak directly to the subconscious brain, which can enhance decision-making and increase action, ultimately improving business outcomes.

Takeaways

• 😀 Knowledge is not power; the power lies in the implementation of knowledge.
• 😀 Avoid taking notes unless you plan to take action and implement the knowledge immediately.
• 😀 The perception of being a salesperson can be negative due to stereotypes, but being a professional salesperson is about integrity and value.
• 😀 Changing one word, like from 'stereotypical' to 'professional,' can significantly alter how people perceive you.
• 😀 People generally resist change, even though change is a constant in business and life.
• 😀 Salespeople are not born, but rather made, through life experiences and training.
• 😀 Everyone is born with the innate ability to ask for what they want; life experiences may suppress this ability.
• 😀 The worst time to think about what you're going to say is in the moment; pre-briefing conversations leads to better outcomes.
• 😀 The subconscious brain plays a major role in decision-making and should be engaged to drive action in conversations.
• 😀 Magic words, which influence the subconscious, can help persuade people to make decisive choices and reduce indecision.
• 😀 Indecision is the true enemy of progress in business, and the goal should be to encourage decisive action in clients.

Q & A

What is the main point the speaker is making about knowledge and power?

The speaker argues that knowledge itself is not power; it's the implementation of that knowledge that leads to power. Simply knowing something isn't enough — taking action on that knowledge is what makes a difference.

Why does the speaker suggest that participants should not take notes during the session?

The speaker emphasizes that taking notes is less important than applying the information. They suggest participants should only write things down if they plan to implement the knowledge in their lives, otherwise, it’s not worth noting.

How does the speaker view the stereotype of a salesperson?

The speaker challenges the negative stereotype of salespeople (e.g., pushy, sleazy, self-centered) and encourages a reframe of the profession as one that is about integrity, curiosity, and adding value to others.

What lesson can be learned from changing the word 'stereotypical' to 'professional' in describing a salesperson?

The speaker shows that changing one word can shift the entire perception of a person. This highlights how perceptions are shaped by language and how, in many situations, others may see things differently than what we intend.

Why does the speaker believe being called a 'good salesperson' is not a compliment?

The speaker believes that if someone is described as a 'good salesperson,' it's often a sign that they have used manipulative tactics rather than providing real value. What the speaker truly values is gratitude from clients, not applause for sales techniques.

How does the speaker demonstrate that people do not generally like change?

The speaker uses a simple exercise where they ask the audience to fold their arms differently, illustrating how even small changes can feel uncomfortable. This highlights that change, even in minor forms, is often not liked by people.

What does the speaker mean when they say salespeople are 'born' with the innate ability to sell?

The speaker suggests that everyone is born with natural selling abilities, such as asking for what they want. However, life experiences and social conditioning often train people out of these abilities over time.

What is the significance of the speaker’s book and its focus on 'magic words'?

The speaker's book focuses on words that target the subconscious mind, which is crucial for decision-making. By using the right language, one can influence others to move past indecision and take action, ultimately increasing sales and success.

What is the difference between 'yes' and 'maybe' according to the speaker?

The speaker emphasizes that the subconscious mind only accepts 'yes' or 'no' answers, not 'maybe.' Indecision (represented by 'maybe') is the real obstacle, and it's essential to help people make clear, decisive choices.

How does the speaker define the role of a salesperson in terms of helping others?

The speaker frames sales as a profession of change, where the salesperson helps others navigate complex decisions. The role of the salesperson is to guide people through these changes, which is why they are well-compensated for their work.