Why Knowledge Can Get You Into Trouble in Today’s Selling Reality

Many of us take great pride in the amount of knowledge that we acquire. We would think it’s the most important or the heart of the sales process. But according to Harvard University, they say “no.”

The things that really dictate one’s career success is:

  1. The skill — the ability to do the job.
  2. The attitude — the drive, the ambition, and the motivation.

What’s interesting is:

  • 85% of one’s career success is dictated by skills and attitudes.
  • And only 15% based on one’s knowledge.

For us to get into the acceleration mode means — let’s ramp up both:

  • The skills – the ability to do the job.
  • The attitude – driving the ambition to make it happen.

That’s what’s going to get more sales!

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).