Rant mode on….
OK last night I talked to a guy for a while who has spent a ton of money learning to sell. Tons of books. Tons of seminars. Just tons and tons of stuff.
Yet he is still failing at selling… why?
The answer is simple but let me give a but more to the story. He sells for a nationwide company in homes of his prospects. The presentation is an hour and a half of a 7 step sales script and process.
The script sucks.
The first objective as stated in the preparation phase of the sale process is to make the cost of the product not seem so expensive. That is stated in step one.
The rest of the steps are all built around proving that one concept. Why is that a problem? Because they are selling on price and you will always lose that battle. It is the most dimwitted way to sell.
You can train a monkey to sell on price.
That is the problem with this entire concept. It is designed for people who have ZERO sales experience. Is it designed for monkeys.
The guy I was talking to does not use ONE THING HE LEARNED from all the seminars, books , tapes and DVDs.
What followed in the conversation was a nightmare of self help Tourettes quotes. Every time I made a point some quote from a book or training popped out of this guys mouth. He could not stop himself.
The real problem with this is that he has over trained himself on so much stuff that he has paralyzed himself AND… so much of it is BS from people who never really sold anything.
Look here is the bottom line:
Not one place in this 7 or 8 step presentation to they mention rapport. What is does mention it ” People buy from people they like” So the advice is to be likable???
Plus it is BS. People buy from those who they feel are CREDIBLE!!! People buy from those who make them FEEL GOOD!!! People buy from those who LISTEN TO THEM MORE THAN TALK!!! People buy from those who fill the need that the customer personally has and provide VALUE!!!
When you start your sales monkey presentation of with the defensive mindset that your are expensive and your whole presentation is to combat that one objection…. you are screwed.
Now… I know he is going to read this and I really like the guy. He deserves to do better but… as long as your head is full of garbage and sales monkey scripts you are never going to make it.
So why do they give people this terrible process? Because they don’t want to train you. They want to run hundreds of people a year through their doors and hope a few will succeed.
What is needed is TRAINING in things that you never really get training in when learning sales. Anchoring, Rapport and an overall strategy of how people buy and how to use these skills to be convincing
That said…
London is about full with just a few spaces left BUT we are now thinking ahead towards Clearwater Beach!!!
Want to be more than a monkey???