Personal Reflection
What separates a mediocre sales professional from a great one?
Self-analysis
Can you change an organization’s culture directly?
No, you can only develop individual cultures.
What are the three key elements of success?
Responsibility, reflection, and action.
In the Prisoner’s Dilemma, what is the best outcome?
If both people act in collective interest and receive only one year in jail.
What is a key question to ask yourself after a sales call?
What did I do well in that call?
What is a high-performance culture a direct result of?
Individuals accepting personal responsibility
What prevents people from taking action on opportunities?
Fear of failure.
What is the difference between a zero-sum game and a non-zero-sum game?
A zero-sum game means one must lose for another to win, while a non-zero-sum game allows both to win.
Why is self-talk important in sales?
It determines the mental attitude we carry with us
What phrase describes how a strong culture is built?
It's the sum of its parts that is greater than its whole.
What is the mindset shift required to create opportunities?
Opportunities aren’t found—they are made.
How can businesses apply a non-zero-sum mindset?
By forming partnerships and expanding market opportunities instead of competing for a fixed share.