There are two types of Obstacles to consider in Sales: the obstacles we encounter that we have no control over, and the ones that are in our control, that we fail to remove, and then they hinder or completely block our Efforts.
I've come to believe that eliminating this second set of Obstacles is potentially more powerful than developing the skills needed to handle the unknown. (If you aren't going to do both.)
Lack creates unnecessary hardship.
Lack of:
Product Knowledge
Listening Skills
Goals
Strategy
Energy
Positive Attitude
Values
Principles
Trust
Work Ethic
Punctuality
Caring
Effort
All the Sales Training in the world can't make up for these self-created Obstacles that require Zero talent to eliminate.
Before Skill Development can meaningfully occur, we have to eradicate the Lack.
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