Your salespeople want a better, easier, simpler way to succeed. Yet as much as they want it, they very much want to hold on to what they know, the routine, approach, beliefs, strategies and tactics they've always used. Their security blanket.
Our job is to get them to let go of what they know and embrace what we need them to do, which will be better. The problem is that they don't think that the better way will be either easier or simpler because change never is easy or simple.
So is it really our job to get them to utilize the better way? Or, is it our job to convince them to take the first step? If we can show them that the very first step is simple and easy we can get them to take the first step. Then we have a better chance of convincing them that the next step is simple and easy too. And then, over time, we can get them to embrace a better way which will not only be simple and easy, but more effective.
This is the essence of selling. Gradually, using baby steps and a lot of good questions, convince someone to change their position.
The Essence of Sales Effectiveness - To learn more about this author, visit Dave Kurlan's Website.
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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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