Sales Tip of the Month: Sales Lessons from Your Younger Self

You can’t return to your childhood, but if you can find a little of your leftover inner child, it might improve your sales success. Here are a few suggestions from Kevin Trokey’s  recent BenefitsPRO article.

1.    Ask questions like a 3-year-old

Have you ever marveled at the ability of a 3-year-old to ask questions? Everything is new to them and they have a truly insatiable curiosity. It can be exhausting, but you have to love their enthusiasm to question and learn.

Trokey points out that we tend to approach sales opportunities from our serious, adult, “me-focused” perspectives. We tell ourselves, “They must be dying to know everything about my experience, the level of service we provide, blah, blah, blah.” So, he suggests imagining if you brought a 3-year-old’s curiosity to every meeting, how much more would you know about your clients’ issues, fears, and opportunities? How much more of an impact could you make on their business? Don’t you think they’d rather end the meeting exhausted from your questions than bored to tears?

2.    Be as optimistic as a 10-year-old

When Trokey’s son was 10, he said he would sometimes shake his head at the optimism he brought to each day. In fact, he adds that If he shared some of the things his son just knew he was capable of doing, you’d have suggested a battery of tests.

Still, Trokey still found himself rooting for his son and expecting success, even though what he was attempting violated three laws of physics and common sense. “I think it was because he didn’t carry the baggage of everything that “can’t be done.” He just assumed that because he wanted it and believed in his ability, it would happen,” he explains.

So Trokey asks, “What if you could eliminate the head trash that keeps you focused on everything you can’t do?” If you approach opportunities by using every resource at your disposal and proceed with passion and determination, there is a very real chance it will happen. And when you have that confidence, others will sense it.

3.    Feel as invincible as a 21-year-old

For some, the memories may be cloudier than others, but you likely remember that sense of invincibility. Minor setbacks seen for what they were: minor setbacks. The thought that something could go wrong rarely kept us from trying something new. “How come being “double-dog dared” ceases to be a challenge that must be accepted?” Trokey asks.

Nothing about the sales process, about changing how you work, or trying something new, is life-threatening. There will be minor setbacks along the way—rejections and deals we don’t win—but we always survive.

Trokey’s article challenges you to bring your inner child to work with you to see an increase in your sales success.

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