Our five-year-old son, a frequent subject in this Blog over the past two years, surprised us again this weekend. First, he "accidentally" slipped into our pond, as he explained how he got so wet and dirty. Then he appeared with fresh clothes on and told us he put his clothes into the wash. What? We had to check this out.
Sure enough, he put his dirties into the washing machine, used the correct amount of detergent and fabric softener, put them into the proper openings, pushed the right buttons and it was running. Later, he even transferred those clothes into the dryer, pushed the right buttons there too, and completed the wash.
He has observed both of us putting laundry into the wash. He has even assisted on occasion. Yet neither of us believed that, on his own, he could correctly execute all the steps required for success even with supervision.
We read anywhere from one (Daddy as reader) to five (Mommy as reader) books to him at bed-time nearly every night. Last night he read four books to us. Whoa - on this same weekend he actually sounded out the words and read to us!!
So for two hundred and seventy one weeks he can't do this stuff and then in one day he can. Overnight sensation? Hardly. He has been preparing for these events for his entire life. It's the same with salespeople. Continue to tell them, show them, expose them, demonstrate to them, question them, coach them, and motivate them and one day, when you least expect it, they will surprise you with the deal you never thought they could close. Of all those words I just chose, the key word is motivate. If they aren't motivated it just won't happen. Oh sure, they'll close the easy ones, those that would have closed regardless of who showed up. But if they are motivated and you continue to work with them, daily, without fail, they will get the hard ones too.
How Long Does it Take for Salespeople to Get it? - 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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George Ludwig
George 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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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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