Sales People are Cowards!©
Sales People are Cowards!©
I have spent the last 28 years working with salespeople, both in training workshops and, more importantly, in the field making sales calls one-on-one.
It is amazing how gutless sale people get as they spend more time in the field. I would think the opposite would happen, but it isn't so.
Here is the typical scenario I have found. Perhaps your know someone whose career has taken this route. When a young salesperson starts out they are full of enthusiasm and a deep-seeded need for clients - the perfect combination. They Prospect like crazy, don't know the "art of selling" too well, but stumble along and learn by doing.
As they get more and more sales skills training, they get further and further away from Prospecting and get much more comfortable with their client base. So they spend a great deal of time servicing their clients and not growing that base. They reduce their Prospecting calls. They rationalize that they should focus on existing clients.
In reality, they just don't want to face the possibility of what they fear could be a rejection. They lose their guts. (There is a very positive secret to this aspect of the Prospecting process and I will share it at the end of this article.)
All too quickly they become gun-shy of the whole Prospecting phenomena since they have gotten comfortable talking to people they currently service – and know.
Avoiding rejection by avoiding Prospecting is really dumb. Of course people don't necessarily want to see a new salesperson. That is not a rejection of you personally, that is simply a natural response. We all do that – especially when we’re interrupted at dinner by a telemarketer!
Our responsibilities as sale professionals, by definition, include growing our business, which means getting more clients and spreading the risk of lost volume over a larger base.
To get hung up over the idea of a rejection by a stranger is not only nuts, it’s counterproductive to your goals of selling, and thus earning more money.
That is why we call it SALES, folks. It is our job to change the attitude of the Prospect. This is why we go to all those sales training courses! That takes time and that is why we must Prospect.
To carry this even further, the experienced salesperson now stops asking for orders and simply hopes that his/her existing client base will, for some reason begin to make significantly larger orders, and maybe even throw them a couple references along the way. In this economy, that’s a good bet! As we’re seeing in our current presidential campaign – hope sounds great, especially when delivered well, but it’s not a very high-payoff course of action.
The experienced salesperson keeps getting indoctrinated in the latest sales techniques, so they are learning about making presentations, up-selling, value added selling, and the other buzzwords of the moment. But, they really aren't in any position to use those new skills, since they have morphed into customer service specialists.
So all that training becomes a giant waste of time and money.
Meanwhile, some newly-minted, competitive salesperson with a lot of enthusiasm, but not too much field savvy, is out Prospecting on our experienced sales person's client base.
What happens next is why so many experienced sales people are in trouble. The young person starts to sell into the market and steals clients. Since our experienced sales person has a finite client base because they haven't been Prospecting, every lost client cuts into sales volume. They start to lose income and become somewhat desperate.
The desperation stems from the fact that they have been taught a lot of selling skills, but that is not what they needed. Selling skills are the second thing you must teach a sales professional.
The first thing is Prospecting, since Prospecting is the only skill that will put a sales professional in a position where they can use all their other selling skills.
Most sales professional have never been taught Prospecting - they have learned it on their own. That is not necessarily the best idea. It leads to great inconsistencies and no organized system.
The workshops I am doing these days are all focused on highly-experienced field sales professionals, people with well over 20 years experience in their various industries.
So tell your friends in sales to wake up and get to work. The answer is simple. Find a complete Prospecting system, learn it, and implement it.
Prospecting should be a continuing and ongoing activity so you never have to worry about a diminishing client base. Let the other guy worry about that.
Look, in commercial and industrial sales rarely is your client base static. If you’re not expanding your base, are you willing to bet your income that your competitors aren’t? Have you signed a “non-aggression” pact with the guys who want your customers? Sounds stupid, doesn’t it? But that’s what a lot of salespeople are betting on.
In our current economy everyone is trying to cut costs. Your well-developed selling skills keep the heartbeat of your client base pumping, but without Prospecting for new customers you are missing out on buyers who are looking to increase value for their purchasing dollar. Prospecting gets you in the door.
If you don't have an explosively powerful Prospecting System, look at our BLITZ CALL System. Think of it as Prospecting for Knuckleheads. If you can’t build your customer base with the BLITZ CALL, then you don’t want a larger customer base. It’s that simple. You don’t need to consult your physician or turn your head and cough before you try it.
Then you will learn the best kept secret in selling - It doesn’t take guts to Prospect, it only takes a system!
Sell Well and Often,
Bill Truax
Bill@blitzcall.com
© Copyright 2008 WJ Truax
Sales People are Cowards - To learn more about this author, visit Bill Truax's Website.
Like this article? Share it with your friends
 |
Free Download - Is the Organization Managed or Led?© By Bill Truax |
Yep, I said it. Sales people are cowards when it comes to performing the single most important selling skill - Prospecting.
I have spent the last 28 years working with salespeople, both in training workshops and, more importantly, in the field making sales calls one-on-one.
It is amazing how gutless sale people get as they spend more time in the field. I would think the opposite would happen, but it isn't so.
Here is the typical scenario I have found. Perhaps your know someone whose career has taken this route. When a young salesperson starts out they are full of enthusiasm and a deep-seeded need for clients - the perfect combination. They Prospect like crazy, don't know the "art of selling" too well, but stumble along and learn by doing.
As they get more and more sales skills training, they get further and further away from Prospecting and get much more comfortable with their client base. So they spend a great deal of time servicing their clients and not growing that base. They reduce their Prospecting calls. They rationalize that they should focus on existing clients.
In reality, they just don't want to face the possibility of what they fear could be a rejection. They lose their guts. (There is a very positive secret to this aspect of the Prospecting process and I will share it at the end of this article.)
All too quickly they become gun-shy of the whole Prospecting phenomena since they have gotten comfortable talking to people they currently service – and know.
Avoiding rejection by avoiding Prospecting is really dumb. Of course people don't necessarily want to see a new salesperson. That is not a rejection of you personally, that is simply a natural response. We all do that – especially when we’re interrupted at dinner by a telemarketer!
Our responsibilities as sale professionals, by definition, include growing our business, which means getting more clients and spreading the risk of lost volume over a larger base.
To get hung up over the idea of a rejection by a stranger is not only nuts, it’s counterproductive to your goals of selling, and thus earning more money.
That is why we call it SALES, folks. It is our job to change the attitude of the Prospect. This is why we go to all those sales training courses! That takes time and that is why we must Prospect.
To carry this even further, the experienced salesperson now stops asking for orders and simply hopes that his/her existing client base will, for some reason begin to make significantly larger orders, and maybe even throw them a couple references along the way. In this economy, that’s a good bet! As we’re seeing in our current presidential campaign – hope sounds great, especially when delivered well, but it’s not a very high-payoff course of action.
The experienced salesperson keeps getting indoctrinated in the latest sales techniques, so they are learning about making presentations, up-selling, value added selling, and the other buzzwords of the moment. But, they really aren't in any position to use those new skills, since they have morphed into customer service specialists.
So all that training becomes a giant waste of time and money.
Meanwhile, some newly-minted, competitive salesperson with a lot of enthusiasm, but not too much field savvy, is out Prospecting on our experienced sales person's client base.
What happens next is why so many experienced sales people are in trouble. The young person starts to sell into the market and steals clients. Since our experienced sales person has a finite client base because they haven't been Prospecting, every lost client cuts into sales volume. They start to lose income and become somewhat desperate.
The desperation stems from the fact that they have been taught a lot of selling skills, but that is not what they needed. Selling skills are the second thing you must teach a sales professional.
The first thing is Prospecting, since Prospecting is the only skill that will put a sales professional in a position where they can use all their other selling skills.
Most sales professional have never been taught Prospecting - they have learned it on their own. That is not necessarily the best idea. It leads to great inconsistencies and no organized system.
The workshops I am doing these days are all focused on highly-experienced field sales professionals, people with well over 20 years experience in their various industries.
So tell your friends in sales to wake up and get to work. The answer is simple. Find a complete Prospecting system, learn it, and implement it.
Prospecting should be a continuing and ongoing activity so you never have to worry about a diminishing client base. Let the other guy worry about that.
Look, in commercial and industrial sales rarely is your client base static. If you’re not expanding your base, are you willing to bet your income that your competitors aren’t? Have you signed a “non-aggression” pact with the guys who want your customers? Sounds stupid, doesn’t it? But that’s what a lot of salespeople are betting on.
In our current economy everyone is trying to cut costs. Your well-developed selling skills keep the heartbeat of your client base pumping, but without Prospecting for new customers you are missing out on buyers who are looking to increase value for their purchasing dollar. Prospecting gets you in the door.
If you don't have an explosively powerful Prospecting System, look at our BLITZ CALL System. Think of it as Prospecting for Knuckleheads. If you can’t build your customer base with the BLITZ CALL, then you don’t want a larger customer base. It’s that simple. You don’t need to consult your physician or turn your head and cough before you try it.
Then you will learn the best kept secret in selling - It doesn’t take guts to Prospect, it only takes a system!
Sell Well and Often,
Bill Truax
Bill@blitzcall.com
© Copyright 2008 WJ Truax
Sales People are Cowards - To learn more about this author, visit Bill Truax's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
|||
David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
|||
Dave KurlanDave 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 |
|||
Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
|||
Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
|||
Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
|||
George LudwigGeorge 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 |
|||
Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to Bill's articles
 | |
|
|  |
 |
|
Bill Truax Video - A complete Prospecting program for Field Sales Professionals from Bill Truax.
|
|
|
 | |||||||
|
 | ||
 |
||
|
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Balance chart Entrepreneurship Or Job? Get 'em Good or Get 'em Gone! Ezine Choices Business Building Check List |
|
 | ||
 |
Top 50 SEO Posts - 2008
Top SEO Posts of the Year | |
 |
Top 50 Niche Blogs 2009
Top 50 Niche Blogs 2009 | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
|||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||
|
| ||||||||||
|
|
||||||||||