🦾 Why Smart SalesPeople Stay Average: The Hidden Cost of Intelligence

Hey Insider,

Let me tell you about two salespeople:

The first has two advanced degrees and can quote every methodology. They know every feature, understand every use case, and can solve problems instantly.

The second asks questions. Listens. Follows a process. Facilitates conversations.

Guess which one consistently outperforms?

The Curse of Being "The Smart One"

I see it all the time: The intelligent rep jumps straight to solutions. They've "heard this 1000 times" and "know exactly what the client needs."

Meanwhile, their win rate plummets.

Think You're Immune? Check yourself against these warning signs:

• You complete prospects' sentences

• You skip discovery steps because "you've seen this before"

• You solve problems before fully understanding them

• You spend more time proving your knowledge than listening

The Intelligence Paradox

Here's what smart people miss: Everyone you compete with has smart people. It's table stakes.

But being smart isn't the goal. Creating value is.

Smart vs. Effective Scorecard

The Real Cost of Being "The Smart One"

Let me share a painful lesson:

"I was so confident I knew what the client needed, I skipped half my discovery questions. Six months later, I learned they bought from a competitor who uncovered needs I never explored."

The Hidden Costs:

• Deals Lost: Missing crucial needs because we "know the answer"

• Time Wasted: Solving the wrong problems expertly

• Trust Damaged: Clients feeling unheard or rushed

• Opportunities Missed: Solutions that never get discovered

The Real Difference Makers

Let's break down what actually drives success:

1. Curiosity Beats Knowledge

   • Average: "I know what they need"

   • Elite: "Help me understand more about..."

2. Process Beats Intelligence

   • Average: Jumps to solutions

   • Elite: Follows proven steps every time

3. Facilitation Beats Expertise

   • Average: Proves their knowledge

   • Elite: Connects experts to problems

Intelligence Triggers: When Smart People Get Trapped

Watch for these situations that activate the "smart person trap":

1. Familiar Territory

   • You've seen this industry before

   • You recognize the technical challenge

   • You've solved similar problems

2. Expert Conversations

   • Technical discussions with peers

   • Deep domain knowledge sharing

   • "Speaking the same language"

3. Pattern Recognition

   • Similar past experiences

   • Familiar problem descriptions

   • Recognizable scenarios

The Recovery Protocol

When you catch yourself being "too smart":

1. Immediate Reset

   • Stop mid-sentence if necessary

   • Take a breath

   • Ask an obvious question

2. Assumption Check

   • Write down what you "know"

   • Challenge each assumption

   • Ask for clarification

3. Return to Curiosity

   • "Tell me more about..."

   • "Help me understand..."

   • "What else should I know?"

The Path to Breaking Through

Want to turn your intelligence into an asset rather than a liability? Here's how:

1. Embrace Not Knowing

   • Ask one more question

   • Stay curious longer

   • Challenge your first assumption

2. Trust the Process

   • Follow steps even when you "know" the answer

   • Let clients discover their own solutions

   • Focus on their journey, not your knowledge

3. Shift Your Role

   • Be a facilitator, not an expert

   • Connect dots, don't draw them

   • Guide discovery, don't direct it

Sales Fit Challenge 💪💼

This week, I challenge you to:

1. Count Your Assumptions

   • Track how often you complete others' thoughts

   • Note when you jump to solutions

   • Monitor your listening-to-talking ratio

2. Follow the Basics

   • Do every step of your process

   • Ask every discovery question

   • Let silence do its work

3. Measure Real Impact

   • Track client engagement

   • Monitor question quality

   • Count client revelations

The Power of Playing Dumb

The most successful people I know aren't trying to be the smartest in the room. They're trying to create the most value.

• They ask "obvious" questions

• They follow simple processes

• They facilitate rather than direct

• They prioritize effectiveness over intelligence

Your Next Move

Look at your last three client interactions. Were you trying to prove your intelligence or create value? Were you following a process or jumping to solutions?

Remember: Your competition has smart people too. The question is: Are you willing to be effective instead of just being right?

What assumption will you challenge this week?