Sales Training Lesson # 457: How a Sales Dream Can Turn into a Sales Nightmare
February 6, 2012 
0 Comments
I’ve done both a short Sales Training Video version and a written version for You this Week..
|
I’ve been tossing and turning over a series of sales training / sales coaching events that happened last week (and things I am planning for this week)
It’s been like the Salvador Dali -Alfred Hitchcock ‘Spellbound’ movie dream sequence playing in my head over and over again. (Here it is.. you might’nt want to watch it all.. You’ll just get more confused… But you’ll get the jist of what I’m on about with my dream…)
Here are the three components of the weird dream..
1. THE POWER OF THE GREATEST SECRET
I showed you some of the Goal Setting videos on my blog last week..
go to http://leighfarnell.com/
I even used some in last weeks Media Advertising Sales workshop..
It only showed the incredible power, value and importance of GOAL SETTING as a sales person.
People left the session motivated, inspired and focussed on the daily action plans required to achieve their goals (both personal and business goals.)
It reminded me to make sure I do this with every client and every client’s sales team.
Not only does the setting of clearn, concise, positive goals empower the Sales Exec, it also provides the Sales Manager with tools, information and focus to help the Sale Exec realise those goals.
2. FEEDBACK ON A BAD CUSTOMER SALES EXPERIENCE
Then I had a one hour interview with a client of someone who had experienced a bad (read upsetting) sales experience. Let’s call this person Wayne.
Wayne had been listening to my CD programme – ‘The Super Secrets of Successful Selling – How the R Factor is Your Hidden Sales Secret.’
The R Factor teaches the power of Relationship Based Sales – minimising Resistance by investigating the prospect REAL REASONS for being interested in your product or solution.
So Wayne had been listening for how well this salesperson used the R Factor in the various meetings, phone calls and emails they had with him.
He was bitterly disappointed.
He gave me a list of 14 things the sales person did wrong (to upset him).
Here are just some of them..
1. pushy
2. didn’t listen to my needs
3. more interested in talking over me than hearing what I wanted
4. came to meetings unprepared and couldn’t answer critical product knowledge questions
5. told me not to worry about it, when I raised an issue or concern
6. told me to hurry up and make a decision – via email
7. assumed rapport and relationship where in fact it was getting worse and worse as the buying experience went on – in other words, didn’t Read the Play..
This is a classic (sad) example of FIRST POSITION SELLING (selling from the point of view of the salesperson) rather than SECOND POSITION SELLING (selling from the point of view of the prospect)
There needs to be some R Factor Training go on in that company Wayne dealt with before more customers are burnt, sales are lost and people like Wayne go tell their friends to steer clear of company XYZ..
3. THE LAWS OF ATTRACTION
Over the weekend I was working on a short team workshop session I will be doing with a client later this week on the LAWS OF ATTRACTION and how they apply to sales and business.
I’m looking forward to trialling this session as it ties in very nicely with the work of the past week or so on Goal Setting, Inventing Your Future, Reverse Engineering Your Future Success and how that links in with CRM’s, Time Management, Activity Planning and Sales Management.
THE HITCHCOCK DREAM SEQUENCE
So as you can imagine, one minute I’m dreaming of goals, positive affirmations, inventing my future, then the next minute I’m face to face with this pushy salesperson who won’t listen to me…
Then I’m back to my dream, attracting my dream future, mapping out the plan, then that pushy salesperson comes back again..
I’ve got to go give that salesperson some coaching so they can help themselves..
Most likely they don’t even know that they’re doing it..
It’s their ‘Pushy Sales Blind Spot’ that needs working on..
Anyway… if any of this interests you, check out the March 10th Sales Management Masterclass below. I’ll give you an update on the dream when I see you there..
+++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++
BE THERE IF YOU’RE A SALES MANAGER OR BUSINESS OWNER
+++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++++
SALES MANAGEMENT MASTERCLASS - PERTH MARCH 10TH
We’ll delve into these topics discussed today and way more..
Check out the testimonials on the blog to find out more about the very profitable ripples you can create in your business.
Have a Winning Week |
