Meet your Sales Performance Robot Clone! I created this coaching exercise for group and 1:1 sales performance coaching. I've used it in the workplace with sales teams and also as a self-reflection tool to have a bigger, more positive impact.

This episode will help you identify what you need to accomplish to do your job well. You’ll create an initiative or task list for yourself, and from this, you can create an effective action plan. DO THIS STUFF - whether it’s manually done, you ask for help/support, or you delegate to existing technology (CRM, email tools, ChatGPT, etc).

You will also create a list of traits about yourself that identifies what makes you unique, why you matter, or why you’re The One to do this work like no one else can. Once you have this list, you'll want to infuse these qualities in as many aspects of your work as possible. This second list is your key to going above-and-beyond, and will help you stand out from the rest.

Trust matters in sales...but it's not just about the trust between you and your customer.

Yes, you need to establish trust with your customer. That’s absolutely true. AND there are two other types of trust: self-trust and trust in the process. In this episode, I'm taking a closer look at these, and breaking down why they matter in sales.

I’ve spent 100+ hours watching terrible sales training videos so you don’t have to. I’ve seen some cringeworthy tactics from sales industry influencers and thought leaders who insist that all you need is a process or a script and persuasion...unfortunately, their definition of persuasion seems to be outright domination. The one who can dominate the other in the sales conversation will win.

THERE IS A BETTER WAY. Yes, have a process. Use a script if you need to, especially when you’re brand new to sales. But instead of pairing your sales process with dominance, try:

Process + Emotional Intelligence

In the "Know Thyself (Sell More with EQ, Part 1) episode, we covered self-awareness and self-management. In this episode, we'll take a look at Social Awareness and Relationship Management. It might help you to think about where you fall on a scale of 1-10 for each competency, and then identify the areas you are naturally strong in, and in which areas you could use some improvement.

How would your sales be impacted if you leaned more into what you’re already good at, and how would your sales be impacted if you made a conscious effort to improve in the areas that need some work?

This is a great meditation to use when you’re working toward a goal or have a vision for your future, but you’re feeling limited or stuck for any reason. In this creative & relaxing session, you’ll step outside of your habitual thinking, slow down, and let yourself be guided through a visualization.

Meditation & creative visualizations can help sales professionals detach from mind chatter, connect to the present moment, shift into a desired state of being (mood), and feel less stress. I’ve been using these techniques for most of my sales career, and I truly believe it's a habit that has helped me have success in sales and grow my professional career (and hey, at the very least, these exercises are fun!).

Originally published on the Creative Meditations podcast (title: Quantum Leap (Highest Self) Meditation).

Emotional Intelligence + Sales = More. Money.

Stand out from the crowd of sales reps by having a strong Connection to Self.

Two of the four EQ domains are directly related to Connection to Self: Self-Awareness and Self-Management.

With solid self-awareness and self-management tools, you will have less stress when handling objections or facing challenges, more confidence, better decision-making, and more effective action-planning.

When a strong connection to self is in place, genuine connections to others follow.

Complement your sales strategy by approaching your work with the beginner’s mind. This will help you reduce bias and eliminate harmful assumptions. You will build stronger customer relationships, because you’ll interact with people without preconceived notions or generalizations. You will approach your work with more curiosity and creativity, which will make you a better problem-solver.

Go out of your way to see things from a new, never-before-considered perspective. Your results will improve, and you'll have a lot more fun :)

Explore the transformative power of emotional commitment in sales with "The Beginner's Heart."

This episode delves into how having heart—the fusion of passion and perseverance—can revolutionize a sales approach, enabling deep and authentic connections with customers. Learn why emotional investment is not just a personal compass but a strategic tool in the competitive sales landscape. Insights and practical tips are shared to cultivate a beginner's heart for long-lasting success and genuine customer relationships.

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For further reading (please note: these links may differ than the ones mentioned in the episode, but are still relevant to the topic):

• The Role of Salespeople in Value Co-Creation and Its Impact on Sales Performance
• Effect of employee empathy on customer satisfaction and loyalty during employee–customer interactions
• Banking on empathetic customer connections

You might've heard of the beginner's mind...what about the beginner’s guts?

Discover how embracing a mindset of audacious goals and relentless pursuit can transform obstacles into stepping stones for success. Learn why having guts means more than just taking risks—it’s about believing in the extraordinary possibilities for yourself.