my first Porsche
I was seven years old when I got my first Porsche 911.
It was the summer of 1976, and I spotted it at FAO Schwartz toy store in New York. It was a white 911 and cost me all my allowance. Never mind that it was made from Legos and could fit in the palm of my hand.
Sure I could have bought a finished 911, but I preferred building one.
Why? Building cars always felt satisfying.
I valued the cars I built way more than prebuilt cars because of the time and effort it took.
What’s the point?
When you build or create something, you feel attached to it. Yet most demos are built for you.
The salesperson is in the driver’s seat.
They’re steering.
They’re stepping on the gas.
They’re clicking the buttons.
The prospect is a passenger.
My suggestion?
Switch seats.
Let the prospect drive.
Selling software? Provide instructions, then give prospects the mouse.
Why? When prospects invest time “building the car,” they become more attached.
The shift?
Your demo —-> Their demo
Control —> Letting go of control
Driver ——> Passenger
Josh Braun
Six things I’m not afraid to do as a salesperson. If a prospect cancels a meeting without a reason, it’s a strike. Three strikes, and they’re out. It takes two people to make a sale. You don’t create motivation; you align with it. Call out the elephant in the room. If my gut tells me something is off, call it out. “Seems like you have some concerns.” Just because you don’t call out the elephants doesn’t mean they’re not there. Tell people the price early. Not a fit is a good outcome if...
You lose a sale. You miss quota. Let yourself feel disappointed. Remind yourself to focus on what you control and tune out what you don’t. Keep learning.Keep growing.That’s all you can do. There’s power in that.There's confidence in that. You become yourself again.You feel happy again because of how far you've come. Don't judge the journey. Sales and no sales are part of the same experience.Rainbows follow rain.Night follows day. And if that doesn’t bring you peace, I don’t know what will :-)
Eleven thoughts: The best way to criticize is to suggest how to make it better. Saying, “I don’t know,” makes you more relatable and likable. Don’t hesitate to invest in yourself. A course, class, a new skill. These tiny expenses pay big dividends. The best way to win an argument is not to argue. You can understand someone without agreeing with them. If you want to be better at sales, ask customers why they bought. Learning how to make people feel understood is a superpower for forging strong...