The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 3 years ago

Friday Fundamentals EP 18: Why a Need for Approval Might Kill Your Sales Career


On this episode of Friday Fundamentals, we discuss why a need for approval might kill your sales career. We want our prospects to believe us and respect us. The need for approval is not always needed in sales and here's why: asking the hard questions might come a little bit easier if you aren't concerned with how the prospect feels about you. Have the courage to be disliked. 

Hey folks, it's Sam Jacobs. Welcome to the SALESACER PODCAST and you're listening to Friday fundamentals, where we try to give you a little, a little something, a little something every Friday to let you know and to give you some insight into how to be and how to approach and how to become a better salesperson, but also a better revenue person, because really sales is not just sales. It's marketing, its demand generation, it's customer success. It's really all about the function, in the motion of interacting with the customer. And here's something we're going to talk about today. We're going to talk about the need for approval and why the need for approval is something that may be holding you back in your sales career. But before that, we want to thank our sponsors. So Friday fundamentals is brought to you by outreach. Outreach triples the productivity of sales teams and empowers them to drive predictable and measurable revenue growth by prioritizing the right activities and scaling customer engagement with intelligent automation. Outreach makes customer facing teams more effective and improves visibility into what really drives results.

So today we're talking about the need for approval. What is the need for approval? Well, obviously it's the need to be liked. It's the need when you're in a sales conversation. I always held the story I was a new CRRO at a company I had just joined. The REP walked out of a conference call with a customer where they had spent a lot of time talking about where that person lived and what school they went to and you know, where their kids went to school and what sports events they liked and what their local sports team was and all that's somewhat interesting. But the sales up came out of that meeting and they said, most important thing is that the customer likes you and that's the foundation of sales. And that's not true. That's just simply not true. It's better if they like you, but it's not required. What we want them to do is respect us and to believe us, really to believe us when we say something, when we articulate a point of value. We want them to believe us more than we want them to really like us. The need for approval, the need for other people to like you and to approve of your behavior is a really bad thing when it...

...comes to sales, because if you have very high need for approval, you're not going to ask the difficult questions. You're not going to be comfortable talking about money, you're not going to be comfortable pushing on an unsatisfactory answer that made disrupt the social flow, may make you self conscious, but which is important for you to get the right commitments from the customer. So an example again is always send me more information. And and you know the natural thing to do is say sure, thing, but you can't send more information, particularly if it's just a blowoff. And so it's much more difficult to say, listen, I'm not trying to be too aggressive here, but we're on the phone now. I'm happy to send you whatever you like, but why do we have a conversation about what your concerns are, what your thoughts are? Same thing when somebody says I need to think it over, it's not very normal to say, you know what, I'm a little confused. What do you need to think about? But being able to say that in a diplomatic way it's really, really critical for your ability to get the right objections...

...out and to address the issues that are top of mind for the prospect and for the buyer. And if you can't do that because you really are worried that you're going to annoy them, you're worried that you're going to peer overly sales the you're worried that you're going to appear too aggressive, you are going to really hamper your ability to get the information in the commitments that you need to drive towards the right outcome when it comes to selling. So it's really just better. It's better to air and listen. We don't want jerks, we don't want people to be rude, but it is better to air on the side of being slightly more aggressive than slightly too cautious, because we don't want that fear of that fear of being disliked. Right. We want you to have the courage to be disliked, which is, you know, that that popular book that's on Amazon these days. But we want you to have that courage to be disliked. We want you to have we don't want you to have such a high need for approval that you are afraid to get the information that you need from the prospect. So that's what I want you to be thinking about I want you to be thinking about. Am I not asking this question because I'm scared that they're not going to like me? Because if...

...that's the case, we need to practice the act of getting in the habit of asking those difficult questions. So this has been Friday fundamentals. We want to thank our sponsor, outreach. If you want to reach out to me, of course it's Sam Jacobs. I'm your loving host and I'm on Linkedin at linkedincom. Forward the word in and then forwards. Sam F Jacobs. Thanks for listening and I'll talk to you next time.

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