Average Vs. Superstar Rep/Entrepreneur

Nick Kozmin

Transcript

Alrighty. So in this video, I'm going to be talking about the differences between an average salesperson or entrepreneur and a superstar. So the first difference, the average entrepreneur salesperson does okay. Income wise, it makes 70 to a hundred thousand dollars a year. The superstar makes 500,000 to $5 million a year. The second point of difference is around activity. The average rep will hit 10 to 20 people. A day. Average entrepreneur might hit five to 20 people a day. The superstar will hit 100 to 150 people a day, cold outreaches conversations, some sort of contact point. The next point of difference is around flexibility. The average rapper entrepreneur is really rigid. So they're unable to think on their feet. They're unable to come up with solutions on the fly. The superstar understands the prospect's problem and the product so well that they're able to spin up solutions on the fly and be extremely flexible.

They can insert lines of personalization at the right time when needed. If a prospect asks a question out of left field, they can think on their feet and answer it and not make a fool of themselves. So the next point is around time management. So the average rep doesn't really know how to prioritize their time. They spend time cooking and cleaning and doing all these, all this busy work. The superstar prioritizes their time extremely well. They don't do any busy work. They don't do any life maintenance work. And they focus on talking to qualified prospects and closing. The next point of difference is around the product knowledge and the rate at which the rep or entrepreneur learns. So the average rep or entrepreneur understands the product a little bit, but they can't really dive really, really deep into the details if they were needed to the superstar, understands the product at a very deep level, and doesn't always speak to the specifics, but Ken, if they are needed to.

So if a prospect asks a really technical question, that superstar is able to jump right into the details without flinching. And that builds a lot of rapport with the prospect and allows that superstar to have a very high rate of success. So the next point is around research abilities. So the average rep or entrepreneur doesn't spend a lot of time in research mode. The superstar is not afraid to dive deep into research. If they need to learn something that they didn't already know it doesn't necessarily need to be with respect to the product that they're selling, but something with respect to the customer, the prospect they're able to dive deep and fill in the blanks. All right, the next point of difference is around handling resistance. So the average rapper entrepreneur, they roll over and they just kind of die when they experience any resistance.

If a prospect asks a tough question or throws them a really tough objection the average rep will just kind of keel over the superstar, thrives with that resistance. They love it because it gives them an opportunity to flex their muscles a little bit and show the prospect that they are the expert. So they love resistance. Whereas the average rep doesn't like it at all. All right. The next point of difference is this over optimistic tendency, average reps seem to be extremely over optimistic, which means they interpret small signals of interest as deals being closed and best things happening. Whereas the superstars are very pessimistic. They know that a signal doesn't necessarily mean a deal, and they are very in touch with reality and they don't let this overall optimistic tendency creep in and affect their behavior. So the next point of difference is around.

What's called the stress influence tendency. And the average rep is really affected by this stress influence tendency, which means they get, they make very poor decisions when they're under stress, they can't handle their brains shorter sort of shuts off when they're under extreme stress. Whereas the superstar thrives under a stressful situation and they're able to make quality decisions while they're under a lot of stress. So superstars are just better equipped to handle a higher stress environments. So the next point of difference is around. What's called the availability MySwing tendency. I'll just give you an example. An average rep will focus on what is available, give, assign higher value to what is easily available. They'll assign more value to that than what is actually good. So an example of this is an average rep will really try to focus on the referrals or they're trying to focus on customers that are already in the pipe and they might not have a good chance of closing, but because they're available, they spend a lot of their time nurturing those customers or pursuing those channels.

Whereas a superstar knows that what's available, isn't the best. And they're able to separate that stuff from the cold prospecting stuff. That's not available might actually be better than what is available. So they're less susceptible to this availability MySwing tendency. So the next point of difference is around this Twaddle tendency and I'm using Charlie monger's language. He wrote a paper called the 25 cognitive biases of people. The Twaddle tendency is if the average rep will just, just yap. And they'll just say random crap to fill in the noise. And they get really uncomfortable in silence where as the superstar is very comfortable with silence and doesn't feel the need to Twaddle around when there's no one talking. So the average rep likes to yap and chat and Twaddle and the superstar doesn't do any of that. So the next point of difference is around the contrast MIS reaction tendency.

What does that mean? The average rep will look at other reps and use their relative position as an indicator of performance and where how they feel, where the superstar doesn't look at other wraps or other things. And they just are super objective with their results. So the average rep might get sad if someone does better than them one day and they might feel fantastic, but they do better than the others. Another day where the superstar doesn't care about that stuff, they just care about their numbers. They're very objective and they hit their goals. So the next point of difference is around. What's called the social proof tendency. Now the average rapper entrepreneur they're influenced a lot by social media. They're influenced a lot by other social pressures where the superstar is not, they don't like hanging out on social media a lot. They don't look for validation on those platforms and they just focused on their goal.

So the next point of difference is around the pain avoidance tendency. So the average rep will try to avoid pain at all costs, getting rejections sending emails, they feel tired and they're not going to do anything. The superstar understands that in order to get the results, they need to endure some pain and they are less susceptible to this pain avoidance tendency that all humans have. So the next point is around this excessive self regard tendency. So what does that mean? Average reps? They think they're much better than they are. They have this inflated ego, and they think that they're the best thing since sliced bread. When it comes to sales or entrepreneurship, the superstars think they're bad. They think that what they're doing is bad and they think that they can always improve. And they're always in student mode, they're always trying to get better and they don't let that ego get in the way.

So the next point is around this inconsistency avoidance tendency. And what does that mean? The average rep has this like self image of themselves. Maybe it's, you know, make a $10,000 a month or make $15,000 a month. And that's it. We call it the glass ceiling. So the average rep will approach that glass ceiling and slow down. They will they'll work less. Once they get more skilled, they're actually going to work less because they want to be consistent with their self image. The superstar is aware of this and launches themself into unfamiliar territory and uncertain terrain, such that they can break through that glass ceiling. And the superstar still feels those inconsistency avoidance, you know, emotions. But instead of staying at that glass ceiling, they throw themselves into new environments because they know that's the only way to break through that glass ceiling. So the next point is around the deprived super reaction tendencies.

What does that mean? The average rep will hold on to deals that are not going anywhere for way too long, because if they lose them, they feel so bad. And that is it's called the deprived super reactions. So the fear of loss is just so high. It's a super reaction. They don't take risks because that's the fear of loss is just so high where the superstar doesn't have that the primal super reaction tends to. They have less of it, and they're not afraid to lose deals. They're not afraid to be like, ah, cut my losses. I'm going to move on. So those are some differences between superstars and average reps. And in order to become a superstar, you just simply need to be aware of these tendencies. Okay. It's very easy to fix something once you're aware of these tendencies. So next time you're in a situation where one of these tendencies pops up, just be aware of it and try to fix it. It's not gonna be perfect the first time, but if you do that enough, you get practiced. It takes about a month to get good. Eventually you'll start creating these superstar tendencies and your results are going to be fantastic. So hopefully this information helped.

 

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