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 Can't Remember What They Say - To learn more about this author, visit Dave Kurlan's Website.
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Dave Kurlan
Dave 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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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.
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The Evan Elite Authors program is currently in beta phase. For details please contact us.
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Dave Kurlan
(Visit Dave's Website)
Dave 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.
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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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