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February 20, 2009

Highly Trained and Well Disciplined

Tim Roberts

Scared breathless. Alone on a cold, rugged Afghan mountainside on a moonless, pitched black night. No one to talk to, no one to help me think, no one to rescue me if the going gets tough. I know bad guys are all around. This is their turf, they know it rock for rock and have trained for this very moment.

I got nothing. I was sent over here without any training – none whatsoever. The only thing I have to rely on are what I know from my Xbox and what I’ve seen on movies like Blackhawk Down. I’m telling you it was more comfortable from my living room than it is right now. If the bad guys find out I’m winging it, I’m toast.

Whew! Thankfully as a nation we would never send our people into harms way with Xbox and a movie as their readiness training. We make it a priority to make sure our fighting forces are highly trained and well disciplined. Our commanders make it their business to make sure the men and women who protect us are ready for the worst case scenario at any given moment.

Selling, of course, is not life and death. But if I were a betting man, you’ve been on a sales call alone with no one to help you think, to strategize, to rescue you when the highly trained and well disciplined buyer was firing stalls and objections at you. Make no mistake of that: Buyers train for their encounters with salespeople. They practice saying things like, “If only you could do better with your price. I’m on your side but the owner says…”

I am privileged to spend 11 hours a day, 5 days a week with salespeople. I love to watch them practice and grow. But when they first come my way it is frustrating to feel their pain as they describe the pitfalls of winging it. They’re not scared breathless, but you know the going is tough. They know they are at a complete disadvantage.

How much time do you spend practicing the skills that feed your family?

UPCOMING EVENTS!
MARK YOUR CALENDARS!

Wednesday, February 25, 2009
2:00 PM to 5:00 PM

Monthly Sales Leadership Group Series

For People Who Manage Sales People!
Click here or call Tim at 845-0041 to reserve your seat today.

Wednesday, March 11, 2009
7:30 AM to 9:30 AM

"Upgrade Your Sales Force Now"

Build a high performance sales team that consistently produces the results you desire.

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Learn how to avoid hiring mistakes

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Discover why sales people have long selling cycles

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Discover why salespeople offer discounts

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Learn why features and benefits do not matter

Thursday, March 12, 2009
7:30 AM to 11:30 AM

"Overcoming Call Reluctance"

Discover how to overcome call reluctance and make the telephone your most powerful sales tool.

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Understand the excuses and causes of call reluctance and the psychological impact. More importantly, learn how to combat them and win!

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Discover the 5 essential components to the Power of Thought

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Understand how 60 minutes per day can lead to your success and freedom

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Learn the steps to overcome gatekeepers and other obstacles

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