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Desperate Dennis

Guest post by: Trent Leyshan

Article Overview: Don the management consultant arrived 5 minutes late to a public sales seminar I was conducting. The rest of the participants had arrived early for their 8.45am registration and had been chatting to each other. He apologised for being late and then rushed in and sat down. His body language was stiff and noticeably anxious. Although now behind schedule, for Don's benefit, again, I asked everyone in the training group to quickly introduce themselves and describe what business they were in. All were happy to oblige.

Desperate Dennis

Don the management consultant arrived 5 minutes late to a public sales seminar I was conducting.

The rest of the participants had arrived early for their 8.45am registration and had been chatting to each other. He apologised for being late and then rushed in and sat down. His body language was stiff and noticeably anxious. Although now behind schedule, for Don's benefit, again, I asked everyone in the training group to quickly introduce themselves and describe what business they were in. All were happy to oblige.

A couple of minutes into the introductions, I sensed Don's energy. He seemed disengaged and uninterested in the stories the others were sharing. I continued into the morning break paying extra attention to him but not at the detriment of anyone else. As soon as the other participants left the room for the break, Don approached me and explained the seminar was not what he expected. He thought the content was about generating more leads. This was not advertised. I explained the session was about the ‘sales fundamentals'-things that are easy to do but easier to forget. He responded, "No thanks, I'm really busy, I just need more leads." His comment didn't make a lot of sense to me. Clearly sensing he had made his mind up, I told him that's not in our content for today and offered and refund. He agreed promptly, but pretended he didn't care about the money.

Don had white-grey hair and the lines on his face told me he was in the twilight of his career. He looked stressed and his desperation was obvious. When everyone returned from the short break I explained that Don had left for his own reasons. With a collective shrug of the shoulders' everyone quickly drew their attention to my presentation on the big screen. Unperturbed I continued with the seminar.

What Don missed in the next section would have provided the answers to most of his sales problems. The next section was about: aligning values and buying-in and being interested in others; The ABC's of selling-Always be Contributing; The Seven Sales Pillars-Presentation, Preparation, People Skills, Passion, Persistence, Patience and Process. We explored how to create and develop Business Friendships and a RetroService culture by harnessing change but not forgetting the fundamentals of human interaction: courtesy, politeness, integrity, listening, trust and loyalty.

Also in attendance was a young girl starting her business journey, Taylor. Don and her worlds couldn't be further apart. She had just graduated from High School and came along with her step-father who owned a promising online start-up business. In a relaxed manner she listened intently throughout the entire session and engaged and contributed were she could. Her receptors were wide open and she devoured the content as nourishment. Taylor wants to get into PR and marketing when she graduates from university and is already investing in her own development. If she stays on this path her success will only be limited by her imagination.

As for Don, he is mostly likely still chasing leads. Had he stayed and taken the opportunity to contribute-he would have learned: when you get the fundamentals right the business will chase you!

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Article Tags: Sales Training



Related Forum Posts
Re: Hi everyone! - Welcome Dennis! How does the business work?
Hi everyone! - Hi, My name is Dennis. I'm introduce company Dance Heads. This is a new type of business: new wending machine and studio for event. I'll try show you advantages of this business.
Re: Take Action - This is a verse from a poem written by Felix Dennis one of the Britain's wealthest self-made Entrepreneurs. It hit the nail on the head that you need action more than anything Ideas? We've had 'em Since Eve decieved Adam, But take it from me Execution's the key. This is taken from his book "How to Get Rich"
How To Be Rich - I am reading a book by Felix Dennis "How To Be Rich" He is one of Britain's wealthiest self-made Entrepreneurs. The book is an eye opener. You need to get and read it. I am not advertising for him, I just love the book.
Re: I need a mailing address for office space in Toronto - Jamie, I hope someone replies that has an idea or even experience with this question. I am in need of the same concept. I need a mailing address in Canada and then register our business with the Canadian Government to begin selling products in Canada utilizing Canadian monies. Someone must have already accomplished this goal - share your success with others. Dennis


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