With three kids in my house, I spend a fair bit of time doing kid activities. During the warm months in Indiana these activities include trips to the zoo. My oldest child is a boy and together we have come to enjoy seeing baboons more than any other animal. We have a love for baboons for one simple reason: When baboons face a challenge, their immediate response is to show their butts to an attacker. This provides hours of amusement as we watch baboons shriek and flash their butts at each other on a warm Sunday morning.
Unfortunately, watching salespeople flash their "buts" is much less enjoyable. Not sure what I mean? Think back on the last conversation you had with a salesperson who had missed his goal. Do any of these excuses sound familiar?
• But I don't have enough leads.
• But it's too hard to find prospects.
• But I don't have enough time.
• But I don't want to prospect.
• But I don't have the technical knowledge.
• But I don't have a private office.
• But I need a better CRM.
• But our prices are too high.
• But our marketing is all wrong.
When confronted with a gap between goals and achievement, the typical salesperson responds by showing his "but." In fact, the number-one reason business owners hire us is their frustration with hearing all the reasons goals were not accomplished, projections were not met, and quotas are unfair.
We have a simple goal with our clients. We help them put away their excuses. We help them design goals, backed by a process, supported by techniques, and anchored in the conviction from their salespeople that the goals can be accomplished. This process we teach is the simple reason that, regardless of the external conditions that may buffet our clients' companies, our clients sell more. Our clients sell for a higher profit. Our clients are more in control of their destiny. And best of all they do not have to hear (or see) their salespeople's "buts."
Tired of your salespeople flashing their "buts" at work every day?
We should talk.
Contact Matt Nettleton, Sandler Training, DTB at matt.nettleton@sandler.com or 317-695-8549.
