- September 30, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You won’t have to read much in today’s post because I included most of it in a short video. This is a story about a salesperson who reacted extremely badly to some great training tips and disrupted the training. His thinking is so representative of salespeople that struggle, and is the kind of thinking which, if shared with others, could derail an entire sales force!
I shared the story is in the 4-minute video below, along with a very important lesson. But don’t let the final lesson cause you to miss the power of the questioning that I shared within the story.
How did you react to the training tips – were you thinking like him – “That won’t work!”, or were you thinking more like a salesperson?
This is a classic example of a self-limiting belief that is so strong that it will prevent this salesperson from executing the sales process, the methodology, the strategy of selling value, and the tactic of qualifying.