A basic problem in UK selling and sales management, in 2011, is to do with employer's thinking about who they want to employ, why, and to do what.
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Graduates, acquiring degrees, in whatever, and having come through the state (and private) education system of 19th, 20th and even still 21st Century Britain, then looking for work in sales, selling, sales management (and all the related marketing communications fields), are symptomatic of this terrible mismatch.
Consider how crushingly awful it is for a problem-solving and enquiring mind (person), who really wants to help people (prospects and customers), in the most efficient way s/he can, having to confront and operate within an awful "Command & Control" structure? For example one that simply instructs him/her to keep banging on the doors or ringing the phones of strangers, to try and push mostly irrelevant and unwanted products or services on to them, and even ignores any intelligent customer feedback that can be gathered that way?
Look below this tip (or click these links), first, and (re-)explore "What is the best sales incentive? Cash or..." and also "Are you Chicken in Sales Presentations?".
Then spend 10 minutes paying close attention to Sir Ken Robinson here, and see how many dots you can join up?
You should also take note that "The Arts" are what sales and selling are too, particularly if you intend to progress beyond being a script or pitch deliverer. You'll hear us being exhorted to become great "story tellers", and to engage our audiences of either one or many, with various (NLP type) "body language" and "mental language" understandings of their needs, wants and desires. Making them laugh being another great way to win some empathy and engagement.
And if you then want the antidote to "Command & Control", which is "Connect & Collaborate", please allow Neil Warren (me) to buy you one of the connect and collaborate books that could change your world - and try our "search" facility top right there, to find that page - you've got an enquiring mind, right?
Questions & Comments
The Mad Carrot Question...
Ah yes - and one other current thread you might enjoy and learn from here, is this "Mad Carrot" question...
http://www.linkedin.com/groups/Mad-Carrot-Question-Can-you-1328087.S.62490980
...in our LinkedIn Group, and reference Sir Ken's points about Edward de Bono. It made me think anyway!
Posted by Neil Warren on
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