When was the last time that the elevator door opened, and you saw 100 people all trying to move around? Somewhere trying to get in and others trying to get out.
Do you ever find yourself speaking in the corporate language of your company, confusing your prospect and not getting through to close the sale? That, according to the Hartford, is because you are speaking “corporate” and they are speaking “everyday”, and may find your superficiality annoying if not just plain “cocky”.
How many sales people do you know who bemoan their fate? It seems to them that nothing goes their way and they look and sound like a failure.
A modern sales person has to take the opposite approach; look and act not the way they are but the way they want to be!
Every sales person dreads the summer months. It is harder to get a hold of people, much less THE decision maker. People go on vacation, as does the sales person. As a result, there is a period, like the Bermuda Triangle, where everything seems to disappear.
Can you prevent that from happening: NO!
Of all the words in the English language, there is one word that sales people should never use. Try to guess what it is, and we bet that you will not get it. It is used so often that sales people do not know they even use it, and in the many ways and places that they use it.
Stephan Schiffman has been a leader in motivational and sales training since 1979. He is a Certified Management Consultant, and has trained and consulted to a wide range of corporations including IBM, AT&T, Motorola, Sprint, CIGNA, and a host of other organizations throughout the world.