George was at the house today, reinstalling our home theater projector. He asked what kind of work I did and when he learned I was a sales expert he told me two things. First, he said that his company needed some help. It seems that their salespeople were great when people were spending money but now that people have stopped spending money they're not really so great after all. He said, "they were great at being near the phone when it rang!"
Then he said, "I tried selling cars once - I wasn't very good at it so I quit. I went to the same training as everyone else, sold the same products as everyone else, had the same management as everyone else, but got different results. I don't know why I sucked, but I knew enough to get out."
I said, "I can tell you why you struggled. You're a nice guy and you want pepole to like you, right?"
"Yup."
"So you couldn't say, do or ask the things they taught you to do because it didn't feel right, right?
"Exactly!"
"You probably shop around and think things over when you buy things for yourself, right?"
"Yup."
"So none of the techniques to stop them from shopping or to stop them from thinking it over came from conviction, right?"
"Exactly!"
"You're a pretty trusting guy, right?"
"Yup."
"So when they told you they'd be back on Monday to buy the car, you believed them, right?"
"Exactly!"
"And you never handled rejection real well, did you?"
"Nope."
"So that's why you weren't any good as a car salesman, George."
"Thank you SO MUCH. I feel so much better knowing why."
"You're welcome."
Don't make the mistake of believing that this conversation only relates to selling cars. These are a handful of the common reasons why salespeople struggle and what's worse, is that many of the salespeople who are IN sales today and struggling have these among dozens of other issues getting in their way.
Recognize any of this in any of your salespeople?
The Former Car Salesperson That Didn't Know Why He Failed - To learn more about this author, visit Dave Kurlan's Website.
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Leanne Hoagland-Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland-Smith'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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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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