Overcoming Your Kryptonite in Sales

 In Articles

We all have superpowers.

Every salesperson, entrepreneur, and, well, just everybody has some kind of superpower. Whether it’s being able to strike up conversations with anybody, building trust with others easily, learning and adapting to new things quickly, or asking hard questions without upsetting the other person. We all have something that we are naturally good at.

We don’t have to think about it, we don’t necessarily have to practice it (although you probably still should). We just do it, automatically and confidently.

That means that we all have something we struggle with too. Our kryptonite. 

All of those things listed above could be strengths for one person but utter weaknesses for somebody else. 

But we’re not Superman, and those weaknesses don’t have to stop us in our tracks.

The important thing is that you know about them.

Imagine being Superman and not discovering that kryptonite weakens you and takes away your power until you’re in the middle of a big fight. 

As a salesperson, this could mean getting hit with a question or confrontation that completely derails the conversation. Maybe you’ve never heard it before. Or maybe it’s just something that makes you incredibly uncomfortable. But after you hear it, you can’t seem to get the conversation back on track and ultimately, you lose the sale.

As an entrepreneur, maybe you thrive in all aspects of your business, but networking is totally deflating for you. You know you should be doing it, but you just can’t drum up the motivation to do it often or effectively. This weakness stops you from growing your business to its full potential.

Some weaknesses, like networking, are things you’re probably already aware of. And (hopefully) you’ve found ways around it or strengthened it enough so that it’s not holding you back.

But other weaknesses sneak up on you. You don’t discover them until it’s too late.

Both the beauty and the struggle of sales is that it isn’t an exact science. That’s why you might have weaknesses that you’ve never encountered or noticed before.

So how do you find them before they find you?

  1. Tracking

We’ve talked about how important it is to track your data to find gaps in your selling process. If you need a refresher, read this, this one, or this other one. There are probably more, but these should be enough to get the point across.

And yeah, we talk about it a lot because it is that important.

We’ve talked about how important it is to track your data to find gaps in your selling process. If you need a refresher, read this, this one, or this other one. There are probably more, but these should be enough to get the point across.

And yeah, we talk about it a lot because it is that important.

Building a process and tracking your use of it will show you gaps that could point out a potential weakness. If you’re consistently losing deals because, late in the conversation, they tell you that your product/service is too expensive, that could mean that you haven’t built a budget question into your sales conversations. 

If you’re like the majority of people, talking about money can be awkward or uncomfortable. Maybe that’s why you’re not asking people about it. But you should be. And you’ll close more deals if you’re able to have an honest conversation about it before you get further invested in the sale. 

  1. Personality Assessment

Another vastly important way to find out what you might struggle with is to take a personality assessment. There are tons to choose from, but at least for salespeople, DISC is one of the best.

A DISC personality assessment helps you to discover your communication style, selling style, motivators and demotivators, and your strengths and challenges. 

The more you know about yourself, the more you can work to build up any weaknesses.

Even if you think you know everything about yourself, you’d be surprised. There are aspects to your personality that you’ve probably never stopped to think about. Some of them might be holding you back. 

Furthermore, this assessment helps you to analyze how other people think, feel, and interact with others so that you can communicate with them on a deeper level.

Finally, DISC helps to show you that you’re not alone. All of those quirks and preferences that make you you are part of your personality. And other people share a similar personality. Finding or recognizing those people could help you to build a tribe of like-minded friends that build each other’s strengths and tame their weaknesses. 

  1. Practice Makes Perfect

As with anything in life, the more you practice, the stronger you’ll get.

While you might be thinking that it’s impossible to “practice” at sales, you’d be wrong. 

Role-playing sales situations might not seem that helpful, but it’s probably because you’ve only done it at seminars or trainings. Standing in front of a giant room full of strangers and practicing a forced and contrived conversation one time isn’t the best recipe for success or improvement.

But intentional role-playing in a controlled environment can do wonders for your sales conversations. Especially when you practice those areas where you are weakest. 

If you’re in management, organize a weekly role-playing group with your team. Have them practice each interaction in a sales cycle and then break down the individual conversations into parts. If you have a diverse team in terms of personality profiles, then this exercise will be even better! 

Each person will be able to see that every single question can be asked in a different way and with a different tone to elicit trust in different people. 

If you’re flying solo, or you work in a group that wouldn’t be open to role-playing with you, consider joining our Sales Lab. We have a weekly role-playing group designed to help you improve, and you get to try it out for free to see if it’s something that would work for you.

Each person will be able to see that every single question can be asked in a different way and with a different tone to elicit trust in different people. 

If you’re flying solo, or you work in a group that wouldn’t be open to role-playing with you, consider joining our Sales Lab. We have a weekly role-playing group designed to help you improve, and you get to try it out for free to see if it’s something that would work for you.

Confronting your weaknesses isn’t fun. We all feel better when we think we’re invincible, when we feel like a superhero. But even for the best of us, there’s something that we struggle with.

Finding it and facing it head-on is the only way to overcome your kryptonite’s effect on your sales career. 

Recent Posts

Leave a Comment

Start typing and press Enter to search