---
title: SALES FORCE ONE
description: A blog authored by Mark Trinkle to Help Sales Organizations Think & Sell Presidentially
---
[](http://www.anthonycoletraining.com/)
### [Click to edit the title]
# **SALES FORCE ONE BLOG**
***This Blog is Dedicated to Helping Sales Organizations Think & Sell Presidentially**
**Mark Trinkle, Sales Development Expert**
*
## ["I'm Not Hiring You For Your Shoes"](https://blog.anthonycoletraining.com/sales-force-one/bid/50760/I-m-Not-Hiring-You-For-Your-Shoes)
Posted by [Mark Trinkle](https://blog.anthonycoletraining.com/sales-force-one/author/mark-trinkle) on Mon, Dec 19, 2011 @ 12:48 PM
- [Tweet](https://twitter.com/share)
Last week I had some plumbing work done in my home and the plumber was a few minutes late for our scheduled appointment. When I called him to confirm that I had the right time on my calendar, he told me he was running late because he had just realized he had on a pair of shoes that did not match...prompting me to say "the leak in my basement does not care about your shoes."
I sense something similar goes on with sales people, specifically around what they do to "prepare" for a sales call. Assuming they do something to prepare, it is generally the wrong kind of preparation. They stare at the company's website, they read volumes of annual reports and perform countless hours of web searching hoping to educate themself about the prospect.
Spend your time preparing the questions you will ask your prospect that are designed to uncover pain. Spend time preparing questions around how long the pain has existed, around what they have attempted to do in the past to eliminat the pain and around how the problems they are facing are impacting their business.
You showing up and sounding like a Wall Street analyst or talking annual report does not matter...shoes might not make the man...they certainly don't make the plumber...but the right questions sure do make the sales person.
0 Comments [Click here to read/write comments](https://blog.anthonycoletraining.com/sales-force-one/bid/50760/I-m-Not-Hiring-You-For-Your-Shoes#comments-listing)
[All posts](https://blog.anthonycoletraining.com/sales-force-one/all)
### Contact me!
Mark Trinkle
Sales Development Expert
513.324.3487
mark@anthonycoletraining.com
### Beat the Daily Grind
[](https://blog.anthonycoletraining.com/sign-up-for-sales-brew/)
[Sample](http://www.anthonycoletraining.com/SalesBrew.aspx) a jolt of Sales Brew.
Want more? [Sign up](https://blog.anthonycoletraining.com/sign-up-for-sales-brew/) to receive our weekly audio Sales Brew here.
### Best in Class Sales Training
[](https://blog.anthonycoletraining.com/best-in-class-sales-training/Default.aspx?RewriteStatus=1)
Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. [Click here ](https://blog.anthonycoletraining.com/../best-in-class-sales-training/Default.aspx?RewriteStatus=1)for more information.
### Eliminate 96% of Your Hiring Mistakes?!?
[](https://www.objectivemanagement.com/assess-your-candidates.aspx?DistNum=64)
Try our [Express Sales Candidate Screens](https://www.objectivemanagement.com/assess-your-candidates.aspx?DistNum=64) Free for 72 hours!
### On My Bookshelf
[Steve Jobs](http://www.amazon.com/Steve-Jobs-Walter-Isaacson/dp/1451648537/ref=sr_1_1?ie=UTF8&qid=1323722335&sr=8-1) by Walter Isaacson
[Getting Naked](http://www.amazon.com/Getting-Naked-Business-Shedding-Sabotage/dp/0787976393/ref=sr_1_1?s=books&ie=UTF8&qid=1323722435&sr=1-1) by Patrick Lencionni
[Lone Survivor](http://www.amazon.com/Lone-Survivor-Eyewitness-Account-Operation/dp/0316044695/ref=sr_1_1?s=books&ie=UTF8&qid=1323722480&sr=1-1) by Marcus Luttrell & Patrick Robinson
[Fierce Conversations](http://www.amazon.com/Fierce-Conversations-Achieving-Success-Conversation/dp/0425193373/ref=sr_1_1?s=books&ie=UTF8&qid=1323722519&sr=1-1) by Susan Scott
[The Talent Code](http://www.amazon.com/Talent-Code-Greatness-Born-Grown/dp/055380684X/ref=sr_1_1?s=books&ie=UTF8&qid=1323722565&sr=1-1) by Daniel Coyle
[Radical Together](http://www.amazon.com/Radical-Together-Unleashing-People-Purpose/dp/1601423721/ref=sr_1_1?s=books&ie=UTF8&qid=1323722613&sr=1-1) by David Platt
### Inspiration
- [Louie Giglio - Passion City Church](http://www.passioncitychurch.com/)
- [James MacDonald](http://www.walkintheword.com/)
- [John Piper](http://www.desiringgod.org/)
### 5 Top Reasons Not To Hire Me
- You would rather know the pain of regret than the pain of discipline.
- Being good is good enough for your company.
- You don't want your people (or yourself) to be held accountable.
- You think you should train your people for any reason other than to change your people.
- You are good with your people looking and acting like traditional sales people
### Follow Me
© 2015 www.anthonycoletraining.com