I Couldn't Do That
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Free PDF Download Question Testing - By Tibor Shanto |
I love January, one of the busiest months of the year for me, lots of workshops, people want to meet, the buzz of optimism everywhere. All this makes it a lot easier to deal with some of the nay-sayers you meet. What brought this on was the number of sales people who respond to new ideas or new techniques by saying "I could never do that".
Cool, more for those that do take things on board and incorporate it to their routine in winning deals and making money. You can see it as you look out over the room, the go getters who consistently deliver and make money are processing and inputting; you can see them putting it together in their minds, picturing how they will apply and monetize the concepts and techniques.
Some other faces, well you see them searching for how they can rationalize not using the concepts and methodologies, and why it will not work for them. It is an interesting look, this look of rationalization; it is very close to the look of fear, the fear of success. I would like to help them overcome, but they push back and reject the whole thing, the concept, the application, the offer to help to implement, and I guess the money that they could make.
If someone out there can help me understand, I would welcome it, as it may help some of these otherwise fine reps make some money.
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Free PDF Download Question Testing - By Tibor Shanto |
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About the Author: Tibor Shanto Tibor Shanto is a recognized speaker, award winning author Shift!: Harness The Trigger Events That Turn Prospects Into Customers, and sought after trainer. Tibor is a Director of and a contributor to Sales Bloggers Union, and his work has appeared in numerous of publications and leading sales websites. A 25-year veteran of B2B sales in information, content management, and financial sectors, Tibor has developed an insider’s perspective on how information can be used to, shorten sales cycles, increase close ratios, and create double digit growth. Called a brilliant sales tactician Tibor shows organizations how to execute their strategy by using the right information to create the perfect combination of what are the tactics to apply and when. Click here to visit Tibor's website.   Sales & Consequences |
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