Mark Osborne explains how the Dunning-Kruger effect hits salespeople: they overestimate their skills and think flashy presentations win deals. Real sales success comes from deep customer discovery and letting prospects feel the solution was their own idea.
the Dunning-Kruger effect, which is that like, if you don't know what you don't know, then you sort of assume like, well, I'm doing a good job. And, you know, somewhere along that person's career, they had come to believe that good sales is giving a razzle-dazzle presentation. Whereas you and I both know good sales is actually finding out so much about your customers that you can make them really feel like it was their idea to hire you because you customize what you did
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
