Send us a text

Have you ever looked around the sales floor, watched a top performer, and thought, "I need to do exactly what they are doing"? You try to copy their jokes, their cadence, or their spreadsheet obsession, only to find it feels clunky and awkward. On this week’s episode, Scott and Mike discuss why trying to be someone else is the fastest way to set off a prospect's "BS alarm."

Instead of imitation, the duo argues for adaptation. The goal isn't to become the person next to you; it's to identify your own unique "Superpower"—a mix of self-awareness and feedback—and lean into it. Whether you are a "spreadsheet person" or a "storyteller," your success comes from consistency and authenticity, not mimicry.

Key Takeaways:

• The Danger of Imitation: While it is good to want to improve, trying to change your fundamental personality to match a peer usually fails because it lacks genuineness.
• Defining Your Superpower: Your superpower is often identified through external feedback—what do people thank you for doing well? It requires the self-awareness to separate your daily "whirlwind" tasks from your core strengths.
• The "Friends" Theory of Sales: You can't sell to Joey the same way you sell to Chandler. A great sales rep reads the room and adapts their delivery without changing their core process.

• Scott’s 4-Step Guide to Authentic Sales:
  1. Stay in your lane: Don't get distracted by how others sell.
  2. Play to your superpower: Know what you are best at and maximize it.
  3. Adapt without imitating: Learn from mentors, but put their tactics into your own voice.
  4. Consistency always wins: Once you find a process that fits your style, stick to it.

Listener Challenge: Mike leaves us on a cliffhanger this week: If self-awareness and strength are superpowers, what is the opposite of a superpower? Listen in and drop your answer in the comments!

Support the show

Scott Schlofman
Mike Williams - Cell 801-635-7773

#sales #podcast #customerfirst #relationships #success #pipeline #funnel #sales success #selling #salescoach