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February 3, 2009

The Lost Art of Original Thinking

Tim Roberts

I get it. “As a man thinketh so shall he become.” Heard it. Know it. Believe it. But ain’t it the truth, we don’t doeth it mucheth anymore.

At a recent sales training seminar my company was hosting, our guest, Kathleen Hart, a partner in the Litigation Group at Indianapolis-based law firm Bose, McKinney and Evans sparked some neural pathways in the audience. We had ignition and take-off. I wept like a child.

Her topic, How Lawyers Find Truth, was designed to demonstrate that what we do as salespeople is similar in scope and practice to what attorney’s do. Her message resonated with all: We don’t have to sell anything, we just have to find the truth and the truth is either, yes or no. They either need our products and services or not. The skill required is the issue. We could tell Kathleen was highly trained and well disciplined.

Everybody is Good On a One Hour Date

Tim Roberts

Ever put a price tag to a hiring mistake? Danged if it doesn’t cost a lot more than you think.

I watched a manager not long ago pull his hair out as he explained in agonizing detail every flippin’ penny wasted on a guy that never should have been interviewed let alone hired.

“We wined him, we dined him, we guaranteed money – without any agreed upon expectations; he was given a car, unlimited miles, unlimited expenses. We provided the laptop, the cell phone, an anybody-could-sell-premium-territory-and-prospect list. He was given every health benefit known to man and we told everyone on the planet about our new ‘gun.’ We got nothing in return.”

It’s Not About You, It’s About Them!

Tim Roberts

Listening with care and curiosity is a rare business skill. In this less-than-desirable economy, one could have a good deal of empathy for salespeople and feel their frustration when they scream, “If my prospects would just listen to what I have to say, they’d know I can get the job done!” While there could be empathy, there should not be sympathy. Networking professionals and salespeople don’t always listen with care and curiosity because their focus is misplaced. It is on themselves, their product and service; not on their prospects and customers.

Why is this so and what should you do? The answer to “why is this so?” is simple, but probably goes back a long way, and therefore takes time to remove. While we can all agree to the value of listening in a business meeting, the fact remains that we were programmed to answer questions early and often at a young age. In fact, we were probably rewarded for jumping at the chance to give the right answer. Getting rid of programming that was given to us by people we revered is not an easy thing to do, especially when it served us well for so long.

New Associate Joins Trustpointe

Amy Woodall has joined Trustpointe, an Indianapolis affiliate of Sandler Training, as a sales associate. She will be responsible for the growth of Trustpointe’s Extended DISC® and Devine Core Inventory online sales assessments as well as Sandler Training sales training programs.

Woodall is formerly founder and President of Image Savvy.

“Amy is an exceptional talent,” said Trustpointe Principal, Tim Roberts. “When you combine her knowledge of behavioral assessments with her unique and passionate training style, you have a voice that audiences will connect with and therefore learn from. Amy will be the expert of choice for organizations who battle the age old problem of effective communications inside and out.”

Sandler Training is a world leader in innovative sales and sales management training. For more than 40 years, Sandler has taught its distinctive, non-traditional selling system and highly effective sales training methodology, which has helped sales people and sales managers take charge of the process.

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