What's under your sales-bonnet ( Final)
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Find fear before it finds you - By Trent Leyshan
Graham, cut-in abruptly, "OK, ok, let's let sleeping dogs lie, Johno's gone, and good luck to him, we will also see him at the pub on Friday, he's not going too far. He's a good mate, just tired and over-it and that's fair enough, it hasn't exactly been a party around here for a while. Let's move on to the present." I was impressed with Graham, he was a big man, and I felt his big heart, and from what I could tell he was the leader although the Greek wore the title of Managing Director.
The big roo rocked back on his tail and straightened-up in his chair and addressed me, "I brought you in here to help us sell and that's what we are going to do. I dont know about fighting, I'm a bit old for that, but what you say makes sense about changing this business into a sales culture. You can keep your contract we all agreed we want to move ahead on this with you, right boys? Bushy and the Greek acknowledged me with wide eyes and a tandem shake of their heads. So it's done, apart from finding a new CFO, leave that to me, lunch is at 12.30, let's get down to business and back to basics. "
Big red continued, "In the early days, we all sold, except for John, and we loved it. Business with booming and each one of us was responsible for hitting our own targets. Somehow along the way got bigger-and-bigger and given more responsibility and we decided selling was beneath us. Bushy is the only person in this room still selling and he spends more time in production and fixing problems than selling. How much of your time is actually selling Bush?" Bushy took a moment to consider, though I sensed he know the answer before being asked the question. "About ten percent to fifteen percent, the rest of my time is spent putting out fires. So that needs to change. We all need to sell every day, we have thirty staff in the factory that can more than handle everything, what the hell do we pay them for anyway!" He exclaimed.
Red kept on ranting, "We agreed while you were in the tea room, "Coffee was great by the way, I chimed in sarcastically" "That we need to get clear on our sales-process because we dont really have one and we need to spend some time on our values and unique selling proposition if there is one. What you said about values being the foundations the other day in our meeting hit a chord with me and I speak for us all when I say, once we get clear on those, and we are all selling at.... what was the ratio you used in our last meeting? "I responded sharply, "80%!" "When 80% of our time is maxed selling, then we can start hiring some really sharp salespeople to help carry the load and grow 'the engine' as you call it. Big Red added in a proud tone, "And we'll pay them a solid base with a rewarding bonus system and support the hell out of them so we can all retire in ten years to a warm tropical island somewhere in the Caribbean. Can you help us here?" I quickly responded in the affirmative, "Everything you have put forward has highlighted most of the content for our first two day session, so we are on the same page. I'll even put you in touch with my travel agent, Leonie to organise those travel plans when you're ready." I added with a wink.
"Great!" said Big Red, rubbing the palms of his hands together feverishly. With that, Big Red sat down, and nodded a gesture to me, as if to say, there all yours now mate. I thanked Big Red for his words-of-wisdom once more, this time with a smile of conviction. I then stood-up and said in a boisterous tone, "Gents... buckle-up let's get this engine started!"
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Find fear before it finds you - By Trent Leyshan
About the Author: Trent Leyshan
RSS for Trent's articles - Visit Trent's website
Trent Leyshan is founder, CEO of BOOM!
A leading international sales training company that specialises in the development of inspirational sales cultures, leaders and salespeople.
Early in his career Trent was head tradeshow spruiker and sales manager for Australia's most flamboyant TV salesman, Big Kev.
He has since driven two of his own companies from lounge room operations into market leaders. And led sales teams in leading new media and advertising agencies.
Trent is a sought after expert and facilitator on sales performance and strategy. He is the Author of sales book, The Naked Salesman: How to walk the talk and sell your way to success!
BOOM! develops sales training strategies and delivers inspiring learning experiences for some of the world's most successful and demanding sales driven organisations. Empowering them with modern skills and tools to effectively engage with customers and build stronger and more valuable relationships.
Click here to visit Trent's website.
More from Trent Leyshan
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