The Big Secret is There is No Big Secret

Hi Friends,

Welcome back to Win Rate Wednesday.

In this issue:

1. The Win Rate Podcast - Pipeline is Easy. Winning is Harder.

2. Win Rate Lesson - The Big Secret is There is No Big Secret

3. Human Competence is How You Win - Get Your Copy of SWOSO

[This Week on The Win Rate Podcast]

Joining me on this week’s episode of ​The Win Rate Podcast​ to dig into how you can improve your sales effectiveness, elevate the buyer experience and improve your win rates are:

​Jonathan Bregman​, Co-Founder and CEO at Yess.

​Andrew Barry​, Founder at Curious Lion.

​Jarron Vosburg​, Vice President of Growth at JumpCrew.

Listen to the full episode: ​Pipeline is Easy. Winning is Harder.​

[Today’s Win Rate Lesson]

“Every great cause begins as a movement, becomes a business, and eventually degenerates into a racket.”*

This describes many of the “hot” trends that come and go in sales.

They morph from well-intentioned initiatives into self-perpetuating systems of mediocrity that suck in the unsuspecting.

They become a racket for experts pushing the latest ill-conceived methodologies that don’t track to how humans make decisions in the real world.

And sellers get sidetracked by promises of the “secret” recipe that will make selling easier. Faster. Better.

However, as the self-made billionaire, Oprah Winfrey, said:

“The big secret in life is that there is no big secret.”

Despite what you read on LinkedIn or hear on a podcast, there’s no big secret to selling well either.

Success in selling always starts at the same point: you, the human seller.

Bringing the real you to your selling. Not the you who’s playing the role of a “salesperson.”

It’s about how you:

Make a human connection with a buyer.

Build your credibility and demonstrate your trustworthiness.

Activate their interest in making a change to achieve a desired business outcome.

Use your curiosity to help your buyer define the scope of the change they want to make.

Use your understanding of their situation to help them define the business outcomes they want to achieve by making a change.

Help them define the business case that justifies the change.

Demonstrate leadership and inspire the buyer to take action.

Everyone possesses these basic human competences: connection, curiosity, understanding, helpfulness.

They’re not a secret.

They are the foundation on which all successful selling is built.

It just takes work and deliberate practice to use them well enough to help your buyers achieve the outcomes that are most important to them.

*Eric Hoffer (an American philosopher)

[Human Competence is How You Win]

Your success as a seller starts with your competence as a human.

Being more proficient in the basic human capabilities every person possesses is how you differentiate yourself from your competition in the mind of your buyers.

In my latest best-selling book, ​Sell Without Selling Out​, I go deep into the 4 core human competencies that dictate your success in sales: Connection. Curiosity. Understanding. Generosity. And I help you understand how to master the use of these fundamentally human skills to be the seller you want to be.

​Click here to pick up your copy today​.

Good selling,

Andy