It is so easy to identify traditional sales people.

All you have to do is stand still, listen and you will hear them.

Traditional sales people are always talking.

They think by talking they are sharing and giving, with the desire of a gain.

Unfortunately, that doesn’t work that way anymore, and I don’t think it ever really did.

Sales people think that when they are talking they are in control.

In reality, traditional sales people are totally out of control.

Little do they realize that the customer is in total control and playing with the sales person.

The more the sales person talks, the more they have to loose.

However, with a reverse sales strategy, the sales person can engage the customer, get them talking, build trust, ask qualifying questions and quickly determine is the customer is worthy of their time or not.

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Why is it that sales people are always dropping their pants and showing what they have instead of building rapport and asking questions to qualify customers?

Sales People Wake Up!

It is not about you, and what you have to offer.

It is about the customer and what they need or want.

You need to change your approach and get away from the traditional sales training.

Who is the most important person in the world?

Yes, You Are!

But in sales when you have a customer in front of you, who is the most important person in the world?
Yes, the customer!

Without a customer, you do not get a sale.

Times have changed and so has the golden rule, do unto others as you would have done onto your self, has been overruled with the Platinum Rule.

Now, it is do onto others as they would like done onto themselves. In other words, it is not about you anymore. It is about them.

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There are millions of sales training programs in the market today.

Most are traditional sales techniques and can run from one to five days.

However, do you really think they are effective?

The last time you went on sales training, how long was the program?

Did it take your personal sales needs into consideration? Was it based on sales management objectives? Was it customized in any way? When, or what day(s) of the week was it delivered?

When I was in sales I used to attend a lot of one or two day traditional sales training programs.

They never took my sales needs into consideration, let alone sales management’s needs or objectives.They were not customize and were just off the shelve sales programs delivered during normal business hours.

Do you think this form of sales training was effective?

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If yes, you know why you are going to work. However, when I ask sales professionals around the world why do you go to work…

I always get the same answer – Money.

Most people think that motivation and money are the same. They are not.

Motivation is defined as a motive to act.

What gets you up in the morning, why do you go to work? It is more that just the money.

In sales, motivation is usually external. External motivation is never-lasting. It is temporary and will not last long. Money is an external sales motivator. If I give the sales professional a bonus this year, the motivation will last for a while, but will die off. Also, the sales professional’s expectation for next year will be a higher or bigger sales bonus.

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