Randy Gage, bestselling author and leading speaker on success and prosperity, and President of the Prosperity Factory, joins me on this episode.
Randy says the single biggest challenge facing sales professionals is the mind game. 80% is mental — having the right mindset, in spite of resistance and rejection, knowing the value they offer, and finding their opportunities.
If you ask 100 people what is the opposite of success, 99 will answer “failure.” Randy gives his interesting answer.
Companies that do not set expectations for growth, or prioritize employee development, are rewarding mediocrity. People think it’s safer not to get noticed. But they lose. Look forward as your prospects change, and solve their problems.
Know ‘where you live.’ Are you mediocre, good, great, or a mad genius? Know the path to becoming a mad genius. FInd two or three people who will be brutally honest with you.
The ‘good’ is the area where people are self-satisfied. Keep building on success. Don’t stay in a comfort zone. Randy tells of his 20-70-10 formula. The 10% are the ones who strive to grow. The 20% do not. The 70% can be guided to develop.
It’s all about creating culture. People know what is expected, and how the company operates. Create a customer-centric culture of innovation, and initiative. Create a culture where people are allowed to fail on the way to success.
Processes that are too strict restrain sales reps from finding what works for them to meet their potential. There needs to be a safe space for creative people to be brilliant.
Business is art. Data should support the sales process, not govern it. Randy uses a game/players analogy. Know the players and their abilities. Innovation and creativity come from within. The next decade will be the most cataclysmic in history.
Uber plans for autonomous cars. That will change everything about car sales. Google changes everything about buyer knowledge. What trends and challenges are coming? When we know, we can help solve them and add value.
The salesperson’s job is to know what the customer needs before the customer knows. Henry Ford knew that people needed cars when they just thought they wanted faster horses. Ask the right questions.
Break out of habitual thinking patterns. Find questions that answer tomorrow’s issues, to help the customer accomplish what they want to achieve. Asking the wrong questions yields no value.
Think about your own future. Mad Genius is worth the read. Solving problems and adding value are the underlying themes for salespeople.