[smart_track_player url=”http://traffic.libsyn.com/thesalesevangelist/TSE_1274.mp3″ background=”blurred_logo” ]
A change in the work setting is a challenging thing since one has to adjust to the new operations and work process. Did you just move from an SDR position to an AE position and you’re feeling lost? Don’t worry. You’ve come to the right podcast episode.
This heading is a question Donald saw posted on Reddit by a sales rep who is worried about his change in roles. The idea of becoming an AE scared him because he wasn’t confident that he had the skills to become successful and build value.
Making the transition
This individual has been in the SDR industry for nine months and is concerned that his success isn’t because of his sales skills but because of his ability to think outside the box. He thinks he’s terrible on the phone and feels that he lacks the ability to connect with clients. He finds it hard to drive business solutions and when he makes the transition to becoming an AE, he’s concerned his lack of experience and skill will get him into trouble.
Although he’s been effective at finding people, building value, and closing skills as an SDR, he didn’t see these abilities as a win because he was evaluating himself based on how he rated his interpersonal relationship skills and his ability to generate opportunities. You may have felt like this too. So, how do you make the transition to this new position?
The Impostor Syndrome
Impostor Syndrome is also known as head trash. These are the things that we tell ourselves until we start believing them, even when those things are not true. The mind isn’t capable of separating reality from fiction so “what the mind conceives, the mind believes.”
When we were kids, we could convince ourselves that there was a monster in the closet. The same is true with the head trash. When you tell yourself you don’t have certain abilities, traits, or skills, your mind will believe it and you will find yourself acting accordingly. As a result, you may start messing up your phone calls, stop reaching out on LinkedIn, and you’re not going to take action, all because your body has already started believing the lie.
Overcoming your head trash
Shift your head trash to confidence and self-affirmation. Say positive things to yourself again and again and rewrite the program. Stop telling yourself you’re going to fail. The mind is very powerful. Start telling it exactly how great you are. Your body will follow. This is the first step in doing better.
Now, just because you tell yourself that you’re a good sales rep, it doesn’t mean you will become a great sales rep immediately. The next step is to take action by starting to read books, listening to podcasts, going to training, practicing, and studying industry information.
The impostor syndrome is a common trait in many salespeople, especially those who are just starting. As a beginner in sales, how do you bring value to the table? You may be better in some aspects than others. You may read more books, be more tech-savvy, or have more experience. Holding onto the positives, and seeing good results from your current skill set, will help you get past your head trash.
Change your belief system
Changing your belief system will help you adjust your actions and the way you perform. People have a certain swagger and confidence when they feel good about themselves and others can see that. They will see that you’re bringing your best to the table.
The person we discussed from Reddit has to change his belief system. He thought he didn’t have ample skills to help him become an executive. He forgot one of the most important things a sales rep must learn is how to solve problems and he knows how to do this! He’s already doing the toughest tasks in the sales process, prospecting, and closing deals.
When a salesperson shifts to an account executive role, he will still have ways to solve problems. A sales rep builds value by learning how to ask effective questions. You don’t even have to be versed in the industry, at least at the beginning. Nobody is versed in every industry when they first start. If you are selling something you don’t have experience with then study and get trade magazines. Learn about some of the content and that your prospects are studying for their business. Once you become versed in the industry, and understand the operations of the business, you will be able to solve problems better.
Keep learning and solving problems
Spend time learning the business and look at the deals. Figure out the initial reasons why people signed up for your services and products. Review pain points and check out websites to learn more about clients. Doing your part will help you feel more comfortable in moving forward.
To move you toward success, listening and asking effective questions is key. A confident problem solver isn’t afraid of digging deep and asking critical questions. He knows how to be direct and to the point without being offensive. For example, instead of letting the client close the meeting, it’s best to take the initiative by saying, “Hey, I totally understand that it may not be a good time. When would be a good time for us to meet together?” Drive down to the core issues and schedule a follow-up.
Hone your skills
You may be new to the work you have right now but you just have to keep honing your skills. We are not born to be great SDRs and AEs but we can keep growing. Do not hold back and keep your confidence in check. Challenge your mind to go out every day and do big things.
“I’m Succeeding As A SDR But I Don’t Think I Will When I Become An AE” episode resources
One of the ways for sales reps to learn how to solve problems is by enrolling in training services and programs such as Dirk Sheep. The program usually costs $549 for a semester but due to the financial constraints that many are facing at the moment, the semester which will begin this April 10 is only offered at $149. This is the perfect time to take advantage of the TSE Sales Training Program.
This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.donaldk4.sg-host.com/closemoredeals also call us at (561) 570-5077.
We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.
You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.