Salespeople (even the great ones) can slip into “I already know this” mode.
I’ve heard it in training classes I’ve taught. You’ve probably said it. We’ve all been there.
The Danger
When you start thinking that way, you stop learning. If you’re not learning, you’re coasting. If you’re coasting, let’s just say gravity has plans for you.
One of my favorite things to remind salespeople:
Even the basics can teach you something new,
if you’re open to it.
Here’s how I keep my own learning mindset sharp:
- Walk into every conversation like you’re new.
Even if you’ve sold this product for 10 years.
Even if you’ve talked to 50 people in the same role.
Ask yourself: What can I learn here today that I didn’t know yesterday? - Take my Chinese Buffet approach.
Sales training, coaching, even a great podcast are like a buffet.
Take what looks good, taste something new, and leave the rest behind. - Do a self-check-in: Can’t, Won’t, or Don’t Know How?
If something’s not sticking, ask yourself: Is it that I can’t do it? I won’t do it? or I don’t know how yet?
Getting real about what’s getting in your way is part of learning too. - Keep a running “what worked” list.
After each call, jot down one thing that landed well.
If it felt good, sounded good, and moved the conversation forward; that’s a keeper.
Those little wins become your greatest hits.
Why This Matters, for your success:
- It keeps you from going stale.
- It brings curiosity into the call and your prospect can feel it.
- It keeps your sales brain growing, not just grinding.
Another Challenge:
This week; pick one idea, one phrase, one approach you haven’t tried in a while (or ever). Use it in three conversations.
After each one, ask:
- Did I like it?
- Did it work?
- Keeper or one-hit wonder?
Sales isn’t just about performing, it’s about practicing.
Still learning – on purpose,
Lynn