How To Be 35% More Effective As A Salesperson

Posted by Chris Mott on Mon, May 13, 2019 @ 13:05 PM

Like many characters in Game of Thrones, Arya's journey has transformed her. Recently, during the battle of Winterfell, she repeats a phrase she learned from her sword-fighting teachers about death. Not today! This perfectly summarizes how important attitude and mindset are in all things, particularly sales. 

It turns out there is a profound correlation between the effectiveness of salespeople in critical selling competencies and whether they have Need for Approval. In the table below, the red bars indicate the percentage of salespeople who have the weakness of needing to be liked, and the purple bars show the percentage of salespeople who don't have this weakness.  The table shows how Need for Approval affects 9 other sales competencies.  As you can see, not needing people to like you makes salespeople significantly better at almost every facet of selling.

Watch this video and learn how to improve by 35%.


Becoming a more effective salesperson or sales leader means closing your Sales DNA gaps. The Sales DNA Modifier is an easy to use powerful tool specifically designed for this purpose.

If you are a sales leader or have sales leaders that want to become world-class Sales Coach (pre-call strategy and post call Debriefing) please join us at our June 4-5 Sales Leadership Intensive.


Topics: close more sales, better salespeople, predictive sales pipeline, reps making quota, sales skill gaps, sales productivity

Salespeople Need an Opening Line

Posted by Chris Mott on Wed, Apr 07, 2010 @ 14:04 PM

What’s the purpose of exhibiting at a show? Do you attend so your clients will see you? Do you go because your competition is there? Whatever your reason is, the primary value of any show is to acquire leads.

In the film The Pursuit of Happiness Will Smith's stock-broker manager talks about “well qualified prospects”. Finding out if someone is well qualified includes: are they a decision maker, do they have a problem which they need to fix and are they willing to invest money to fix it.

Trade shows allow you about 5 seconds to get someone's attention. Do you have an opening line? Does it fit the audience? Does it force people to speak? Does it make them think? Have you practiced it? If not you aren’t ready for the show!

Topics: Expectations, close more sales, Great salespeople

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