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The Former Car Salesperson That Didn't Know Why He Failed



The Former Car Salesperson That Didn't Know Why He Failed
   

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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About the Author


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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