A key "aha moment" was realizing the goal is to be seen not as an outside seller, but as a contributing member of the client's own team. This mindset shifts the relationship from transactional to a collaborative partnership focused on shared success, fundamentally changing the sales dynamic.
Instead of rushing before a deadline, risk advisor Steve Munn approaches prospects after their renewal. This counter-intuitive timing removes the pressure of a decision date, allowing him to conduct a thorough discovery process and position himself as a strategic advisor, not just a vendor competing on price.
Imposter syndrome can be a powerful motivator. Feeling he lacked natural talent, Steve Munn compensated by striving to be the hardest-working player. He applied the same mindset when transitioning to sales, using his feeling of inadequacy to drive intense learning and preparation.
Don't hide from errors. Steve Munn found that when he made a mistake, taking ownership and handling it well actually enhanced client "stickiness" and deepened the relationship. Clients saw he cared and was accountable, building more trust than if the error never happened.
Learn to emotionally detach from the delivery of feedback. A hockey coach's screaming taught Steve Munn to filter out anger to focus on the core message. This skill is directly applicable to handling difficult prospects or clients without reacting emotionally and taking criticism personally.
A team of stars can fail if individuals aren't happy with their roles. Former hockey pro Steve Munn notes his most successful teams had players who knew and embraced their specific jobs. In contrast, teams with "cancer" had players jockeying for more glory, a direct parallel to sales team dynamics.
Your ability to serve clients depends on your internal team. Sales pro Steve Munn built strong relationships with his distribution center staff, treating them with respect ("more with sugar than you do with salt"). This rapport ensured they would go the extra mile for his clients during critical moments.