Understanding the Sales Force

You want your existing salespeople to haunt their prospects when those prospects go into hiding.  That will prevent them from becoming sales ghosts that come around to haunt you!

You can’t let stuff like that bother you.  Can you imagine what would happen if all of the professional managers and coaches in sports reacted to the name calling and negativity they get from their fans and the media?  They’d be crushed! Just apologize if you offend someone, even if it wasn’t intentional, and move on.  Don’t get upset if they call you names.

Our four-year old son asked me to play baseball with him today, a beautiful, calm, but chilly fall day.  He couldn’t find the oversized whiffle ball that I used to pitch to him all summer so we used a significantly smaller, regulation size rubber ball.  I told him it might take a little while to get used to the smaller ball and he would have to watch it very closely.

Why aren’t salespeople confident enough that the truth will be enough to make the sale?  Why don’t they believe that their prospects will buy the product or service as it is?  Why do they feel they must embellish everything to make the sale?

Companies must reengineer their recruiting process, modify their selection process, overhaul their development programs and set higher expectations.  Only then will the wasted time, money and effort from inconsistent and ineffective sales hiring end.

Jeff invited Zig to say hello to our audience and it must have been a thrill for them.  They paid to see me and they got Zig for free!  I’ll stop here before I get carried away with the rhyme as I’m at the Dallas Airport and it’s boarding time.

He suggested that we look beyond sales to all the famous winners in sports, entertainment, business and politics.  Those who have achieved the highest level of success possess another trait that goes beyond their desire for success.  He said that these special people “are obsessed with winning.”