Hey, everybody! I want to take you back to one of the most defining moments of my early sales career. Picture this: I walk into a client’s office, and there he is—my competitor. He’s already talking to the client, trying to work a deal. He looks the part—charming, confident, polished.
But there’s a problem.
He doesn’t know his stuff. I overhear them struggling to structure a solution, and I can’t help myself. I offer an idea that solves it. Instantly. Right there in front of him and the client.
She looks at me, eyes wide, and says, “Is that true?”
And I say, “Absolutely.”
Because I knew my product. I had put in the work. I wasn’t just winging it—I was ready to serve with solutions.
But here’s the twist: I didn’t say, “Move the deal to me.”
Nope. I told her, “Stay with him. Let’s just get you closed and taken care of.”
You should’ve seen her face. That moment of trust and respect? I’ll never forget it.
The Trap:
Too many salespeople think confidence is enough. That showing up big, bold, and energetic will seal the deal. But when the rubber meets the road, your competence has to carry the weight. Charm might open the door, but knowledge keeps you in the room.
The Fix:
You’ve got to know your stuff—and you’ve got to lead with a servant heart. When the client feels that you're putting them above your quota, they’ll never forget it. You won’t just close one deal. You’ll earn their business for years.
Your Reset Today:
- Are you an expert in your products, your process, your space?
- Are you willing to serve even if you don’t “win” today?
- Are you building trust—or just hoping for a yes?
I promise you—if you show up as the expert and lead selflessly, your impact will go far beyond one transaction. So go out there, serve well, and show up like a pro.
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