Salespeople and Their Fantasies
Salespeople and Their Fantasies
We were so impressed that our little five-year-old knew seven of the planets and laughed so hard that he included Krypton. He still isn't old enough to know the difference between fantasy and reality in certain situations. Like salespeople.
Salespeople often can't tell the difference between a real opportunity and a fantasy. Some believe that if the opportunity has enough zeroes in it then it must be real. Some believe that if their prospect says "it looks good and we'll get back to you next week" that the prospect will actually call back and buy next week.
Your job, should you decide to accept the challenge of continuing to grow your salespeople, is to help them ask the right questions so that they can begin to see the difference between reality and fantasy. Teach them how to question everything. Teach them to punch holes in what their prospects say. Teach them how to push back. Teach them to recognize a put-off and not accept it.
As I've said before, salespeople are just like children, and like children, it is your obligation to show them the way.
Salespeople and Their Fantasies - To learn more about this author, visit Dave Kurlan's Website.
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Our five-year-old son, often the subject of a posting in my blog, gave reason to post again tonight. He decided to recite the names of the planets and was doing a great job. He said, "Pluto, Uranus, Jupiter, Earth, Venus, Saturn, Mars, and Krypton, where Superman and Krypto the Super Dog live".
We were so impressed that our little five-year-old knew seven of the planets and laughed so hard that he included Krypton. He still isn't old enough to know the difference between fantasy and reality in certain situations. Like salespeople.
Salespeople often can't tell the difference between a real opportunity and a fantasy. Some believe that if the opportunity has enough zeroes in it then it must be real. Some believe that if their prospect says "it looks good and we'll get back to you next week" that the prospect will actually call back and buy next week.
Your job, should you decide to accept the challenge of continuing to grow your salespeople, is to help them ask the right questions so that they can begin to see the difference between reality and fantasy. Teach them how to question everything. Teach them to punch holes in what their prospects say. Teach them how to push back. Teach them to recognize a put-off and not accept it.
As I've said before, salespeople are just like children, and like children, it is your obligation to show them the way.
Salespeople and Their Fantasies - To learn more about this author, visit Dave Kurlan's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
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