When I was first starting out in sales, I had the good fortune of working with Harry Gottlieb who is a very successful guy. Harry is the creator of You Don’t Know Jack, a quiz based party game that generated 100m in sales. The more time I spent with Harry, the better I became at sales.
And that’s how you get better at anything right? Want to be a millionaire, spend time with millionaires. Want to level up your sales skills, spend time with top performing salespeople. Which is why I enjoyed grooving with Chris Canalas.
Chris has been a top performing rep for 15 years. He’s currently at ADP, but prior to that he sold water and alarm system door to door.
One thing I noticed instantly about Chris was his positive mindset.
Chris and I discuss how to avoid the trap of being complacent when you’ve reached the top. How monotony can pay huge dividends. The importance of confidence. Why a deep belief in what you’re selling matters. How to use humor to defuse sales pressure.
And why sincerity is the most important trait a salesperson can have.