sales management and sales experts
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Tony Cole, Founder and CEO of Anthony Cole Training Group
I first heard this when I attended a workshop I attended years ago in Cleveland, Ohio. The speaker was, the one and only, David Sandler. Many years have passed since that day and I've had the opportunity to talk to hundreds of prospects and sales people about their prospects. The answer to that question is:
Here is a guest blog from Sales Development Expert, Author and Highly Recognized Leader in Sales Force Evaluations, David Kurlan.
We've all been on planes when they tell us to put our electronic devices into airplane mode so that your laptops, iPads, iPods, Kindles and phones don't send a radio signal looking for a connection. They tell us that these signals can interfere with the plane's instrumentation. Scary stuff! Some planes are now equipped with WiFi so that your devices can access the Internet from those same devices. Do the airlines and the FAA seriously expect us to believe that our devices will interfere with navigation when there's no WiFi on the plane, but when there is WiFi on the plane, then the devices won't interfere? They must think we are morons...
Do you know who else thinks we are morons? Prospects.
How many of your sales people have been told any of the following lies?
Prospects must think that sales people are morons. After all, these lies continue to work for them, as much as the airlines' lies get us to power down our devices.
How many of your sales people find themselves at a crossroads when any of the 10 lies above are thrown their way because of their hidden weaknesses (in parentheses below)? Do they:
Tags: prospects, sales process, objections, sales strategies
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