Today, Jason Cutter is a sales success architect who coaches and trains successful salespeople. But in his past, he had several sales jobs in the trenches where he made the same kind of mistakes most of us make early in sales. Jason joined me this week to share two of his early mistakes and what we can all learn from them.
No regrets selling
In the first part of our conversation, Jason explains how most salespeople are afraid to do everything they can to make a sales. Then he shares a story about when he worked in real estate and he had a client who wasn’t making her mortgage payments. When the bank threatened to foreclose on the property, Jason offered to help her sell it and at least get some of her equity back. She dodged him for weeks, right up until the day before foreclosure when she called him and said, “Now I’m ready to talk.”
Listen to our conversation starting at 3:08 to hear what unfolded over the next 24 hours as Jason tried desperately to save her house and learned a valuable sales lesson about doing everything you can to make a sale and having no regrets.
The paradox of choice
In the second half of our talk (at 12:45) Jason shares an early experience he had as a salesperson. He was having trouble closing sales and invited a more experienced salesperson to sit in on a call with him. After which, the guy points to options Jason had laid out for the buyer and says, “Oh my gosh, that’s what you’re doing wrong!” Listen as Jason explains the mistake that he made and how to avoid it in the future.
You can find Jason at cutterconsultinggroup.com
Paul Smith is one of the world’s leading experts on business storytelling. He’s a keynote speaker, storytelling coach, and bestselling author. Connect with him via email here. Follow him on Facebook, LinkedIn, and Twitter. Sign up for his newsletter here to get one new story a week delivered to your inbox.