{"id":5430,"date":"2019-07-24T21:45:55","date_gmt":"2019-07-24T21:45:55","guid":{"rendered":"https:\/\/scottburrows.com\/?p=5430"},"modified":"2019-07-24T21:45:55","modified_gmt":"2019-07-24T21:45:55","slug":"scott-burrows-sales-team-inspirational-speaker","status":"publish","type":"post","link":"https:\/\/scottburrows.319heads.com\/scott-burrows-sales-team-inspirational-speaker\/","title":{"rendered":"Scott Burrows, Sales Team Inspirational Speaker"},"content":{"rendered":"

You May Be Your Biggest Competitor<\/strong><\/p>\n

Speaking to sales teams or individual sales reps about overcoming objections, I like to casually ask this question: \u201cJust out of curiosity, who is your biggest competitor?\u201d Most will answer, \u201cIn my space, it is \u2018X\u2019.\u201d They will name a specific company. Yet, every once in a while, one person will answer \u201cIt\u2019s me, Scott, my greatest competitor is the person I have to look at in the mirror.\u201d To that person, I give a knowing nod and smile.<\/p>\n

Look Deep Within<\/strong><\/p>\n

It is Bill Gates who is famous for saying \u201cI am not in competition with anyone but myself. My goal is to improve myself continuously<\/em>.\u201d He is right.<\/p>\n

Sales, as we should know, is not a business skill, but a way of life. In effective selling I believe we must overcome objections to ourselves first, and then to our family, friends, prospects and ultimately, customers. I first learned this valuable lesson in the most unlikely of places, the hospital, after a life-changing diagnosis and in front of the toughest customer I would ever face — myself. After an accident I went from being an athlete to a quadriplegic. I learned to see myself in wellness and not as a disabled person; to not pity myself when I measured progress in quarter inches, not feet; and to overcome negativity and the hundreds of excuses I could have made for myself. I had a choice to overcome objections or give into them.<\/p>\n

It was during my recovery that I took a sales position in the financial and insurance industry and within five years I became a member of the Million Dollar Round Table.<\/p>\n

Don\u2019t Invite Me to the Pity Party<\/strong><\/p>\n

In life, there are always people who will say, \u201cI wouldn\u2019t blame you if \u2013\u201d (you gave up, or quit this job, went into another field, or moved away). These are often the same types who will convince themselves that the competition is too much, or the product or service your team is selling is inadequate.<\/p>\n

I first encountered this attitude in rehab.<\/p>\n

They would wrap their pity in comments telling me they never thought I could have come \u201cthis far,\u201d or to accept what couldn\u2019t be changed. I chose not to listen. I knew there were still improvements I could make to my health challenge and to not accept that I had done all that I could. I was learning important lessons of overcoming sales objections.<\/p>\n

Just as a lawyer never asks a court witness a question they can\u2019t already answer, as a sales person there should be no opposition to a sale you can\u2019t answer. In fact, before going into any presentation know exactly how you will respond to an objection.<\/p>\n

If you don\u2019t know information on the customer before you call on them, chances are the sale is lost before you make it. When I was in rehab, I could have defined myself as someone with a terrible back injury. Instead, I studied everything about my injury, I asked a thousand questions and I was determined to understand that no two injuries are identical. It gave me a well-spring of optimism and a commitment to always do my best. I didn\u2019t know how far I could go; I only knew that in terms of my own life or in selling against competitors, I could do more than accept a situation; I could overcome the challenge in front of me. Of course, I learned a sense of acceptance, but the acceptance was never based on pity. If I had a bad day in rehab or lost a sale, I knew<\/em> the next day would be better. It always was.<\/p>\n

Truth is, I have had more good days than bad. I faced down the toughest competitor I ever had and sold him on the future.<\/p>\n

 <\/p>\n

Contact Scott Burrows, Keynote Speaker on Overcoming Objections for Sales Teams through this website or call us at: (520) 548-1169<\/p>\n","protected":false},"excerpt":{"rendered":"

You May Be Your Biggest Competitor Speaking to sales teams or individual sales reps about overcoming objections, I like to casually ask this question: \u201cJust out of curiosity, who is your biggest competitor?\u201d Most will answer, \u201cIn my space, it is \u2018X\u2019.\u201d They will name a specific company. Yet, every once in a while, one […]<\/p>\n","protected":false},"author":1,"featured_media":5431,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_mo_disable_npp":"","footnotes":""},"categories":[282,51,17,32,281],"tags":[371,372,373],"yoast_head":"\nScott Burrows, Sales Team Inspirational Speaker - Scott Burrows<\/title>\n<meta name=\"description\" content=\"You May Be Your Biggest Competitor Speaking to sales teams or individual sales reps about overcoming objections, I like to casually ask this question:\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/scottburrows.319heads.com\/scott-burrows-sales-team-inspirational-speaker\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Scott Burrows, Sales Team Inspirational Speaker - 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