From Order Taker to Quota Breaker with Jason Cutter
Episode Summary
Today's guest on the Peak Performance Selling Podcast is Jason Cutter, CEO and Founder of the Cutter Consulting Group and author of Selling with Authentic Passion, A Sales Consultant's Guide To Overcoming Objections: Yours & Theirs, and A Sales Consultant's Guide To Motivating Your Sales Team: (So You Both Can Win).
Jason explains that there are two fundamental fears that hold back people, especially in sales: the fear of change and the fear of letting down the tribe. For Jason, there is value in recognizing these fears but calls them out for what they are: limiting beliefs. He explains that confidence comes from embracing your true and authentic self. Clients want to buy from a genuine human, not a smooth-talking statistic, so it is vital for a salesperson to channel this energy in every interaction.
Jason tells sales teams that comparing your behind-the-scenes to another person’s highlights is an unrealistic way to view your progress. Not only does this discount your very real efforts, it also elevates others’ achievements out of context. He suggests maintaining a Progress Board to act as a constant reminder of your wins, how far you have come, and the goals you have yet to achieve.
Episode Notes
HIGHLIGHTS
02:18 Marine biology to get away from people and an analytical mindset in sales
09:28 Two fundamental fears: The fear of change and wanting to stay in the tribe
15:48 Calling out people's fears and being authentic to be confident
22:17 Don't compare your behind-the-scenes with someone's highlights
26:14 Sales professionals have high activity levels and do the actual work
28:58 Jason's daily and bedtime routine to show up his best
36:01 A Progress Board reminds you how far you've come and your worth
39:44 A leader with a vision enrolls others and serves them
41:53 Driven to play his own game and defining success by helping others
45:00 Connect with Jason
QUOTES
09:48 "There's two things fundamentally that drive us. One is the fear of change and making a mistake that might kill us... (and) the reason we have survived and thrived and dominated the crap out of this planet for good and for evil is because we've done it together."
19:10 "If you don't know how to wield it or why you're doing it, that's not going to work. So the key for that confidence is the authentic part which is, why are you in sales? What do you want to accomplish for you? What are your goals? And then, who are you? It's those strengths."
25:11 "Set the benchmark and just understand that you got to figure out what game you're playing. Is it a short game or a long game? Are you playing a weekly game in your sales role? Are you playing a monthly game, a quarterly game, a yearly game, a daily game?"
33:46 "Figure out when you want to get up so that you don't have to rush into your day and then work backwards and say, okay, this one... I need to go to bed at like 10:30 so that I can make that happen."
36:41 "I made a progress board, which is actually now six pieces of paper on the wall.
And it is a compilation and snapshots and snippets and clips of essentially what I have done... to remind you how far you've come and to remind yourself and not listen to the primal part of your brain and say, I am good at what I do."
You can learn more about Jason and follow him in the links below.
- LinkedIn - https://www.linkedin.com/in/jascut/
- Website - https://www.jasoncutter.com/
- Email - jason@cutterconsultinggroup.com
About Jordan Benjamin
Jordan is the founder of My Core OS. After spending years in sales, working with sellers and studying peak performance he found an opportunity to help sellers level up to not only build peak performance at work, but to also create harmony between work and life so you can sustain performance over the long term.