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If you want/need to get better at SELLING maybe you should take a minute and read it.
Methodology...books, courses, canned webinars, and such, all teach that sales success is a "straight line."
They are WRONG. http://oldschoolsalesguy.com
If you want/need to get better at SELLING maybe you should take a minute and read it.
Methodology...books, courses, canned webinars, and such, all teach that sales success is a "straight line."
They are WRONG. http://oldschoolsalesguy.com
Start at A, do this/that, then move to B, etc. until you make the sale.
TRUTH is... SELLING is messy.
That "straight" line is anything BUT.
It's squiggly and loops around.
Then they tell us...if they do X, you do Y and so forth.
There is a formula for everything.
(Stay with)
TRUTH is... SELLING is messy.
That "straight" line is anything BUT.
It's squiggly and loops around.
Then they tell us...if they do X, you do Y and so forth.
There is a formula for everything.
(Stay with)
We are dealing with HUMANS...the most unpredictable animals on our planet.
Too many permutations... 1000's of Xs and Ys.
Methodology is a great place to begin.
Ingest one (1) classic tome, and add 6 months of "practice."
Take the info and jump into the pool.
(almost done)
Too many permutations... 1000's of Xs and Ys.
Methodology is a great place to begin.
Ingest one (1) classic tome, and add 6 months of "practice."
Take the info and jump into the pool.
(almost done)
If you didn't drown and...
You still want to SELL as a career, then...
Get a Coach or at least a Mentor.
You understand the science (methodology).
Now, learn to "apply" and execute.
The ART, the nuance.
(one example to follow...hang in)
You still want to SELL as a career, then...
Get a Coach or at least a Mentor.
You understand the science (methodology).
Now, learn to "apply" and execute.
The ART, the nuance.
(one example to follow...hang in)
Prospect reaches out.
A conversation.
They have problems.
But he doesn't want to "talk."
Wants to lecture me.
And share his disdain.
I let him vent for a bit.
Then I ask..."Jack, I need to find some good movies to watch this weekend. What are some of your favorites?"
(1 more)
A conversation.
They have problems.
But he doesn't want to "talk."
Wants to lecture me.
And share his disdain.
I let him vent for a bit.
Then I ask..."Jack, I need to find some good movies to watch this weekend. What are some of your favorites?"
(1 more)
He pauses, thinks, and says, "I like SciFi stuff."
Me too, what's your top 3 favs?
He gives me the names.
I say, "Thanks Jack, I'll check them out. BTW, any reason for us to keep talking about xxx (the sales stuff)?"
"Absolutely, we got to get this fixed like asap."
(last one)
Me too, what's your top 3 favs?
He gives me the names.
I say, "Thanks Jack, I'll check them out. BTW, any reason for us to keep talking about xxx (the sales stuff)?"
"Absolutely, we got to get this fixed like asap."
(last one)
BTW...made the sale. Big $$ deal. Great client.
What happened?
That 1 question rewired his brain.
My point... what methodology teaches that?
NONE.
Louie, my Coach, taught me that.
From his experiences.
Application.
What a book/course won't teach you: http://oldschoolsalesguy.com
What happened?
That 1 question rewired his brain.
My point... what methodology teaches that?
NONE.
Louie, my Coach, taught me that.
From his experiences.
Application.
What a book/course won't teach you: http://oldschoolsalesguy.com
