A short, single-speaker excerpt (Derek Cole) reflecting on how to build value, rapport, and relationships during sales/calls. The speaker repeatedly self-critiques after successful calls—asking what could be improved so prospects better perceive value—and frames this as an ongoing practice of getting better on every call rather than just celebrating wins.
I'm missing something, right? So I'm missing building the value, building the relationship, building the rapport, understanding what we're doing here today. I also beat myself up every call. If I sell a unit, what could I have done better? What could I have done better? It cannot be a win. Yes, we got business. We got installs. We got more work. Great. Yes, that is the point. But how can I. What did I do wrong to not let them see the value in the cause? Getting better every single time is never being sad as well.
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