Be a Guide, Not a Hero with Rob Napoli, Part 2

<p>To do sales is to help people, but you don’t necessarily need to be the hero who saves everyone. Instead, you need to be the guide that helps people find the appropriate solution for their problems. In this episode of the No BS Sales School podcast, our host Walker McKay continues his conversation with Rob Napoli about listening to the customer carefully, whether you’re selling a product to solve a customer’s pain or as a founder trying to grow their business. </p><p><strong>HIGHLIGHTS</strong></p><ul><li>Never stop listening to your customers </li><li>You have to know when to stop and listen</li><li>Not every deal is gonna close</li><li>Be a guide, not a hero</li><li>Everything is hard when you're a founder</li></ul><p><strong>QUOTES</strong></p><p><strong>Rob on why founders need to keep in touch with their customers all the time:</strong> "You have to always be listening to your customers. Once you find that, and you stop listening, you start iterating all these things, you can iterate away from the customers which I see happen all the time. You need to stay and have one ear to the ground with your customers and understand the market because it changes so fast." </p><p><strong>Rob on why you should avoid being the hero:</strong> "Just by definition, being a hero makes it all about you. It's the same thing when we talk about allyship. You want to be the ally, someone who helps, not the hero."</p><p><strong>Walker on letting your customer talk</strong>: "Be sincerely curious. Instead of saying, 'here your problem, here's how I'm gonna fix it,' ask them. Don't assume you know."</p><p>Where to find <strong>Rob</strong> and other resources:</p><ul><li>LinkedIn: <a href="https://www.linkedin.com/in/robnap/">https://www.linkedin.com/in/robnap/</a></li><li>The Bear Necessities of Entrepreneurship (Podcast): <a href="https://podcasts.apple.com/us/podcast/the-bear-necessities-of-entrepreneurship/id1569103336">https://podcasts.apple.com/us/podcast/the-bear-necessities-of-entrepreneurship/id1569103336</a></li><li>Book: