Welcome to Decoding Sales, a podcast for an engineer. That's me Alex and a sales person. That's me, Peter, and a salesperson.

That's me, Peter.

Talk about the art and science of sales

as it relates to life in business.

In this episode, we're going to cover a topic

that every salesperson has gone through, what are the rookie sales mistakes

that everyone makes?

And for those of you who are sales leaders or running organizations, Also, how do you think about coaching those mistakes

and helping people through them?

So Peter, we've all been there doing something new.

It's really hard to learn. And in this episode I'd love to learn from you

both the kind of mistakes that you've seen from new sales people and how you've coached people through it.

Well, Peter, let's start with your own career.

You started at one point a long time ago

before you led multiple sales teams and go to market teams as a rookie

salesperson. What was the hardest things for you when you were just getting

started that you see other people also stumbling over.

Yeah I think one of the hardest things is understanding when to offer pricing.

Oftentimes as a new salesperson you're stuck between a rock and a hard place of whether or not you give

transparent pricing and how to actually talk about discount negotiations.

So I'll give you an example, I think a lot of sales people are taught not to give pricing on the first call because you want to make sure the value of the product stands up before you give any sort of pulse or barometer or temperature check on what this might cost. I think that can backfire because a lot of buyers expect you to be honest, authentic, and transparent as we discuss in our very first episode.

And so I think a lot of sales folks are just getting into the field

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