Highly Successful Salespeople Can't Remember What They Say
Highly Successful Salespeople Can't Remember What They Say
Light Bulb.
Chris and I can't remember most of the most magical, profound, insightful things that we say, whether they occur in sales calls, training environments or consulting scenarios. The ideas come to us through intuition, they're based on experience and they're typically game changing, life changing, business changing or paradigm shifting insights.
Why can't we remember them?
We don't remember these memorable sound bites because we didn't prepare them, haven't said them before, and weren't paying much attention to what was coming out of our own mouths. We're focused on the other individual(s) in the room. We're in the moment, with clear minds. occurrences like these happen often for us and for other highly successful individuals. When you are in the moment, your own idle thoughts, strategies, tactics, next steps and scripts block great ideas from coming through. Most unsuccessful salespeople aren't able to engage and persuade resistant prospects. They're too busy reciting their prepared objection handling scripts which, to their prospects, sound like high pressured sales pitches.
Instructions to Your Salespeople: Clear your minds. You know enough and have prepared enough to succeed. Focus only on what your prospect is saying in that moment and question everything they say. Ask lots of "why" and "how" questions to identify compelling reasons for them to spend money with you and only you. Refer to the sample dialog in this post from last week as an example.
Highly Successful Salespeople Cant Remember What They Say - To learn more about this author, visit Dave Kurlan's Website.
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We were in an internal meeting last week and Frank Belzer said something really profound. Chris Mott asked him to repeat it and he said, "I have no idea what I just said."
Light Bulb.
Chris and I can't remember most of the most magical, profound, insightful things that we say, whether they occur in sales calls, training environments or consulting scenarios. The ideas come to us through intuition, they're based on experience and they're typically game changing, life changing, business changing or paradigm shifting insights.
Why can't we remember them?
We don't remember these memorable sound bites because we didn't prepare them, haven't said them before, and weren't paying much attention to what was coming out of our own mouths. We're focused on the other individual(s) in the room. We're in the moment, with clear minds. occurrences like these happen often for us and for other highly successful individuals. When you are in the moment, your own idle thoughts, strategies, tactics, next steps and scripts block great ideas from coming through. Most unsuccessful salespeople aren't able to engage and persuade resistant prospects. They're too busy reciting their prepared objection handling scripts which, to their prospects, sound like high pressured sales pitches.
Instructions to Your Salespeople: Clear your minds. You know enough and have prepared enough to succeed. Focus only on what your prospect is saying in that moment and question everything they say. Ask lots of "why" and "how" questions to identify compelling reasons for them to spend money with you and only you. Refer to the sample dialog in this post from last week as an example.
Highly Successful Salespeople Cant Remember What They Say - 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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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey'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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