There are two types of Salespeople – those who are Coachable and those who are Uncoachable.
Which one are you?
First, let’s talk about coachable salespeople
This has nothing to do with how long you’ve been in sales, because getting better is not just about learning more stuff, it’s about finding a mentor that can help you grow and get better, no matter which phase you are in on the Sales Transformation Road-map.
Coachable people are always looking to get better and increase their sales production.
They’re open to feedback and willing to work on themselves. I will even go so far as to say they encourage feedback! And they evaluate what they could have done better and done differently when things don’t go as planned or expected.
Coachable salespeople have an incentive to change.
They have a strong, compelling why and high aspirations and goals that they want to achieve. This is the biggest sales motivation I have found. When you need motivation, look to your why.
Coachable sales people understand and accept that there may be things that they don’t know yet.
Coachable sales people are willing to do the work, because they have a “whatever it takes” attitude.
Coachable people understand that they can learn from others.
This allows them to reach their goals faster by surrounding yourself with the right people.
And coachable sales people have perseverance and an understanding of how to nurture their own positive attitude and mindset.
Over my years of private coaching salespeople, I have learned that just having one of these things isn’t enough. You need all of them in place to become more successful.
I think most coaches have a way of knowing who these people are, by asking questions, and assigning homework with deadlines.
The coachable salesperson will almost always see the results for the work they do, because they do the work and are open to receiving the fruits of their labor.
Let’s talk about sales objections for a minute. However, these are not the objections that your prospects give you, because those are relatively easy to get through. You can read more about How To Handle Sales Objections here.
In that episode, I talked about the objections, or excuses, that your prospect gives you. But there is a part 2, the objection to your excuses that you give yourself. Which leads to …
The Uncoachable Salesperson.
The characteristics of uncoachable sales people are:
You don’t like to listen to or follow other people’s advice.
Because you don’t believe that someone else can help you or you don’t want someone in your face telling you what to do.
You don’t want to ask for help, even though you need someone to help you feel your fire so that you can reach your maximum potential.
You think you can figure it out on your own.
After all there is tons of information about selling that you can find in books, listening to podcasts, and watching YouTube videos, right? I call it learning by osmosis – if you inhale enough of it, you are sure to learn something.
Pouring copious amounts of information into your head – then forgetting about it, or even worse, you become overwhelmed so you do nothing.
You already feel you’re the best you can be …
And you’re happy where you are – so why bother changing? You’re already hitting your sales numbers and you don’t see any reason to work any harder.
My question to this group is, why not reevaluate your personal goals? Are you afraid of dreaming and even thinking even bigger?
You don’t have enough time for coaching.
So you’re just going to work harder, because the way you’re selling isn’t the problem, right?
You really don’t need coaching or a mentor because you are already doing everything right – even if you’re not getting results because of things that you have no control over.
You’re in a very specialized industry, so you don’t feel anyone can help you with exactly what you do.
However, most sales principles carry across industries, and accountability is crucial, no matter how specific the field.
The next one is my favorite, because it’s is how I used to feel before I came to understand there was no one charging in on a beautiful white horse to save me…
You’re waiting for your company to provide you with more sales training.
And pay for it. Even if you have an amazing sales management team that understands and cares about you, they can only do so much to help you.
So, my question to this group is, why wouldn’t you take control of your own outcomes and destinations? After all, it’s your money and your paycheck, right?
And I have learned, no one is coming to save me – I had to learn that committing to being successful in sales is ultimately my responsibility and no one else’s.
You think you already have what it takes to be successful.
Because you have the desire to help people. And you’re right!! Your prospects don’t want to feel like just another sale.
But, I hate to tell you this, but that’s not enough. While wanting to help people is a crucial part of being successful in sales, you need to have a structured and defined sales process that is adaptable for each individual prospect so that you can connect with your prospects, earn in their trust, and build organic relationships.
Which type of salesperson are you? Coachable or Uncoachable, and why?