Podcast
Questions and Answers
What does ego seek when aspiring to do something great?
What does ego seek when aspiring to do something great?
- Constant support from others
- Constant indifference from others
- Constant criticism from others
- Constant approval from others (correct)
Who is the plus in the plus/minus equal method?
Who is the plus in the plus/minus equal method?
- Someone at our current skill level
- Someone we can teach
- Someone who has achieved much more than us (correct)
- None of the above
Who is the minus in the plus/minus equal method?
Who is the minus in the plus/minus equal method?
- Someone at our current skill level
- Someone we can teach (correct)
- None of the above
- Someone who has achieved much more than us
What does ego lead us to do when experiencing failure or setback?
What does ego lead us to do when experiencing failure or setback?
What does ego turn confidence into?
What does ego turn confidence into?
What is the purpose of the tattoo that Ryan Holiday got?
What is the purpose of the tattoo that Ryan Holiday got?
What is the benefit of using the plus/minus equal method to combat ego?
What is the benefit of using the plus/minus equal method to combat ego?
What is Ryan Holiday's profession?
What is Ryan Holiday's profession?
What is the definition of ego according to the text?
What is the definition of ego according to the text?
How many ways does ego show up in our lives according to the text?
How many ways does ego show up in our lives according to the text?
What does ego seek when aspiring to do something great?
What does ego seek when aspiring to do something great?
What can overconfidence lead to?
What can overconfidence lead to?
What is the plus/minus equal method?
What is the plus/minus equal method?
Who is the plus in the plus/minus equal method?
Who is the plus in the plus/minus equal method?
Who is the minus in the plus/minus equal method?
Who is the minus in the plus/minus equal method?
What does ego lead us to do when experiencing failure or setback?
What does ego lead us to do when experiencing failure or setback?
What does ego turn confidence into?
What does ego turn confidence into?
What is the purpose of the tattoo that Ryan Holiday got?
What is the purpose of the tattoo that Ryan Holiday got?
What is the benefit of using the plus/minus equal method to combat ego?
What is the benefit of using the plus/minus equal method to combat ego?
What is the definition of ego, according to Ryan Holiday?
What is the definition of ego, according to Ryan Holiday?
What is the purpose of Ryan Holiday's tattoo that reads 'ego is the enemy'?
What is the purpose of Ryan Holiday's tattoo that reads 'ego is the enemy'?
What are the three ways in which ego shows up in our lives, according to the text?
What are the three ways in which ego shows up in our lives, according to the text?
What does ego lead us to do when aspiring to do something great?
What does ego lead us to do when aspiring to do something great?
What can happen if we let ego lead us after experiencing noteworthy success?
What can happen if we let ego lead us after experiencing noteworthy success?
What does ego do when we experience failure or setback?
What does ego do when we experience failure or setback?
What is the plus/minus equal method, and who coined it?
What is the plus/minus equal method, and who coined it?
What do we need to combat ego when aspiring to do something great, according to the plus/minus equal method?
What do we need to combat ego when aspiring to do something great, according to the plus/minus equal method?
What do we need to combat ego after experiencing noteworthy success, according to the plus/minus equal method?
What do we need to combat ego after experiencing noteworthy success, according to the plus/minus equal method?
What do we need to combat ego after experiencing failure or setback, according to the plus/minus equal method?
What do we need to combat ego after experiencing failure or setback, according to the plus/minus equal method?
What is the purpose of using the plus/minus equal method?
What is the purpose of using the plus/minus equal method?
What is the difference between confidence and ego, according to the text?
What is the difference between confidence and ego, according to the text?
What is the purpose of identifying pain points in sales?
What is the purpose of identifying pain points in sales?
What are the three levels of pain points that can be organized?
What are the three levels of pain points that can be organized?
What is an example of a benefit of a gym membership?
What is an example of a benefit of a gym membership?
What is technical pain in the context of identifying pain points?
What is technical pain in the context of identifying pain points?
What is the benefit of developing a crawl, walk, run process for identifying pain points?
What is the benefit of developing a crawl, walk, run process for identifying pain points?
What is the benefit of using sales tools such as notes and templates?
What is the benefit of using sales tools such as notes and templates?
What is an example of resolving business pain?
What is an example of resolving business pain?
What is an example of personal pain?
What is an example of personal pain?
What is the benefit of adopting a consultative approach to sales?
What is the benefit of adopting a consultative approach to sales?
What is the first step in identifying pain points for a product?
What is the first step in identifying pain points for a product?
What is the benefit of resolving technical pain?
What is the benefit of resolving technical pain?
Why is identifying pain points unique for every product and buyer type?
Why is identifying pain points unique for every product and buyer type?
What is the benefit of identifying pain points in sales?
What is the benefit of identifying pain points in sales?
What is the first step in identifying pain points for a product?
What is the first step in identifying pain points for a product?
What are the three levels of pain points that can be organized?
What are the three levels of pain points that can be organized?
What is an example of a benefit of a gym membership?
What is an example of a benefit of a gym membership?
What is technical pain in the context of identifying pain points?
What is technical pain in the context of identifying pain points?
What is an example of resolving technical pain?
What is an example of resolving technical pain?
What is an example of resolving business pain?
What is an example of resolving business pain?
Why is it important to develop a crawl, walk, run process for identifying pain points?
Why is it important to develop a crawl, walk, run process for identifying pain points?
What sales tools can help salespeople remember and communicate pain points effectively?
What sales tools can help salespeople remember and communicate pain points effectively?
What approach to sales can lead to developing laser-focused sales pitch campaigns?
What approach to sales can lead to developing laser-focused sales pitch campaigns?
What is an example of a pain point for buyers looking for athletic training?
What is an example of a pain point for buyers looking for athletic training?
What is the ultimate goal of identifying pain points in sales?
What is the ultimate goal of identifying pain points in sales?
Which question is the most crucial for identifying serious buyers?
Which question is the most crucial for identifying serious buyers?
Which type of pain points do buyers usually provide initially?
Which type of pain points do buyers usually provide initially?
What is the first question salespeople should ask to tee up the conversation?
What is the first question salespeople should ask to tee up the conversation?
What is the follow-up question that educates the buyer on how the service can help?
What is the follow-up question that educates the buyer on how the service can help?
What is the final question that intensifies the buyer's pain and identifies hurdles?
What is the final question that intensifies the buyer's pain and identifies hurdles?
What is the key to bridging the gap between surface-level pain points and the real problem?
What is the key to bridging the gap between surface-level pain points and the real problem?
What is the benefit of uncovering the buyer's deepest pain?
What is the benefit of uncovering the buyer's deepest pain?
What is the risk of focusing on surface-level pain points?
What is the risk of focusing on surface-level pain points?
What type of pain points include financial, people, productivity, and process pain?
What type of pain points include financial, people, productivity, and process pain?
What is the relationship between the intensity of the buyer's pain and their likelihood to take action?
What is the relationship between the intensity of the buyer's pain and their likelihood to take action?
What is the ultimate goal of salespeople when selling a product/service?
What is the ultimate goal of salespeople when selling a product/service?
What is the purpose of asking about the buyer's boss?
What is the purpose of asking about the buyer's boss?
Which question should salespeople ask first to start uncovering a buyer's pain points?
Which question should salespeople ask first to start uncovering a buyer's pain points?
What is the purpose of asking the follow-up question, 'How do you plan to solve this pain point?'
What is the purpose of asking the follow-up question, 'How do you plan to solve this pain point?'
What type of pain points do buyers usually provide?
What type of pain points do buyers usually provide?
What is the most crucial question to ask to identify serious buyers?
What is the most crucial question to ask to identify serious buyers?
What is the purpose of asking the question, 'What does your boss think about all of this?'
What is the purpose of asking the question, 'What does your boss think about all of this?'
What is the final question salespeople should ask to intensify the buyer's pain and identify hurdles?
What is the final question salespeople should ask to intensify the buyer's pain and identify hurdles?
What is the key to turning a service from a nice-to-have to a necessity?
What is the key to turning a service from a nice-to-have to a necessity?
What type of pain points are considered surface-level?
What type of pain points are considered surface-level?
What is the benefit of uncovering a buyer's real problem?
What is the benefit of uncovering a buyer's real problem?
What is the relationship between the intensity of a buyer's pain and their likelihood to take action?
What is the relationship between the intensity of a buyer's pain and their likelihood to take action?
What is the purpose of asking the question, 'How do you plan to solve this pain point?'
What is the purpose of asking the question, 'How do you plan to solve this pain point?'
What is the key to bridging the gap between surface-level pain points and the real problem?
What is the key to bridging the gap between surface-level pain points and the real problem?
Which of the following is NOT a surface-level pain point that buyers usually provide?
Which of the following is NOT a surface-level pain point that buyers usually provide?
What is the first question that salespeople should ask to tee up the conversation?
What is the first question that salespeople should ask to tee up the conversation?
What is the most crucial question that salespeople should ask to identify serious buyers?
What is the most crucial question that salespeople should ask to identify serious buyers?
What is the purpose of asking the question, 'What does your boss think about all of this?'
What is the purpose of asking the question, 'What does your boss think about all of this?'
What is the final question that salespeople should ask to intensify the buyer's pain and identify hurdles?
What is the final question that salespeople should ask to intensify the buyer's pain and identify hurdles?
What is the key to turning a service from a nice-to-have to a necessity according to the text?
What is the key to turning a service from a nice-to-have to a necessity according to the text?
What is the benefit of uncovering the buyer's deepest pain according to the text?
What is the benefit of uncovering the buyer's deepest pain according to the text?
What is the follow-up question that salespeople should ask to educate the buyer on how the service can help?
What is the follow-up question that salespeople should ask to educate the buyer on how the service can help?
What is the challenge that salespeople face when selling a product/service according to the text?
What is the challenge that salespeople face when selling a product/service according to the text?
What is the key to bridging the gap between surface-level pain points and the real problem according to the text?
What is the key to bridging the gap between surface-level pain points and the real problem according to the text?
What is the advantage of identifying serious buyers according to the text?
What is the advantage of identifying serious buyers according to the text?
What is the main reason why buyers usually provide surface-level pain points according to the text?
What is the main reason why buyers usually provide surface-level pain points according to the text?
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Study Notes
Ego is the Enemy: Three Ways it Sabotages Our Goals and How to Defeat It
- Ryan Holiday is a successful author who sees ego as a threat to his long-term success, so he got a tattoo that reads "ego is the enemy" as a constant reminder.
- Ego is defined as an unhealthy belief in our own importance that turns confidence into arrogance and concern for self-image into obsession.
- Ego sabotages our long-term goals and distracts us from achieving mastery in our craft.
- There are three ways ego shows up in our lives: when we aspire to do something great, when we experience noteworthy success, and when we experience failure or setback.
- When aspiring to do something great, ego seeks constant approval from others and prefers talking about what we're going to do rather than actually doing it.
- After experiencing noteworthy success, ego leads us to believe that all future endeavors are likely to be a success, which can lead to overconfidence and taking on too much.
- When experiencing failure or setback, ego shows up to save face and dodge responsibility, which can distract us from focusing on progress and improvement.
- To defeat ego, we can use the plus/minus equal method coined by UFC fighter Frank Shamrock.
- To combat ego when aspiring to do something great, we need an equal, someone at our current skill level who challenges us to grow and improve.
- To combat ego after experiencing noteworthy success, we need a plus, someone who has achieved much more than us to remind us of our humility and the vastness of the world around us.
- To combat ego after experiencing failure or setback, we need a minus, someone we can teach and pass down lessons learned to, which forces us to look objectively at our failures and find ways to improve.
- By using the plus/minus equal method, we can defeat ego and focus on doing the work that we'll be proud of one day.
Identifying Pain Points in Sales
- Identifying the pain points that a product solves is unique for every product and buyer type.
- A structured process to identify pain points involves identifying the product's features and thinking about the benefits they offer to a particular buyer.
- For example, a gym membership's benefits include weight loss, improved health, increased attractiveness, decreased stress, increased energy, and decreased medical expenses.
- Each benefit has a corresponding pain point that the product helps to fix.
- These pain points can be organized into three levels: technical pain, business pain, and personal pain.
- Technical pain refers to improving a process, such as establishing a daily workout routine or having access to personal trainers.
- Resolving technical pain can lead to decreased business pain, such as decreased medical expenses.
- Resolving business and technical pain can lead to resolving personal pain, such as improving work-life balance or advancing in one's career.
- The pain points and examples will differ for different buyers, such as those looking for athletic training.
- It is important to develop a crawl, walk, run process for identifying pain points, starting with a general list of pain points and gradually refining them for specific buyer types.
- Using sales tools, such as notes and templates, can help salespeople remember and communicate pain points effectively.
- Adopting a consultative approach to sales can lead to developing laser-focused sales pitch campaigns that target specific buyer types.
Five Questions to Uncover Your Buyer's Pain Points
- Salespeople face the challenge of selling a product/service as a necessity rather than a nice-to-have to close deals.
- Buyers usually provide surface-level pain points as they lack expertise to uncover the real problem.
- Surface-level pain points include financial, people, productivity, and process pain.
- To bridge the gap between surface-level pain points and the real problem, salespeople need to align their service with the buyer's deepest pain.
- The first question to ask is, "What is the main thing holding you back from growing right now?" to tee up the conversation.
- The follow-up question is, "How do you plan to solve this pain point?" to educate the buyer on how the service can help.
- The most crucial question is, "What is your deadline to solve this problem?" to identify serious buyers.
- The question, "What does your boss think about all of this?" helps uncover budget and authority.
- The final question is, "What is stopping you from solving this problem today?" to intensify the buyer's pain and identify hurdles.
- By answering these questions, salespeople can uncover the real problem and provide value to the buyer by solving the issue.
- The more intense the pain, the more likely the buyer will do something to resolve it.
- By focusing on the buyer's deepest pain, salespeople can turn their service from a nice-to-have to a necessity.
Five Questions to Uncover Your Buyer's Pain Points
- Salespeople face the challenge of selling a product/service as a necessity rather than a nice-to-have to close deals.
- Buyers usually provide surface-level pain points as they lack expertise to uncover the real problem.
- Surface-level pain points include financial, people, productivity, and process pain.
- To bridge the gap between surface-level pain points and the real problem, salespeople need to align their service with the buyer's deepest pain.
- The first question to ask is, "What is the main thing holding you back from growing right now?" to tee up the conversation.
- The follow-up question is, "How do you plan to solve this pain point?" to educate the buyer on how the service can help.
- The most crucial question is, "What is your deadline to solve this problem?" to identify serious buyers.
- The question, "What does your boss think about all of this?" helps uncover budget and authority.
- The final question is, "What is stopping you from solving this problem today?" to intensify the buyer's pain and identify hurdles.
- By answering these questions, salespeople can uncover the real problem and provide value to the buyer by solving the issue.
- The more intense the pain, the more likely the buyer will do something to resolve it.
- By focusing on the buyer's deepest pain, salespeople can turn their service from a nice-to-have to a necessity.
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