The Sales Archaeologist

History provides us with many examples of change and of methods becoming outdated. When the Greek armies conquered the world in 300BC under Alexander the Macedonian Phalanx was cutting edge technology. Five hundred years later at the battle of Cynoscephalae - it was not. The new Roman formation was more mobile and was able to outflank and crush the Greek Army.

Last week I had an opportunity to do a lot of sales training, far more than normal and it was pretty clear to me that so many times as sales professionals we revert back to old methods that although comfortable, often allow the prospects to outflank us resulting in a lack of clarity or a lost deal.

Chances are if you have been using the same methods for too long a few things have happened.

• prospects are wise to your strategy - they are in control
• you are just going through the motions - no passion
• the method you are using is a combination of softened styles that cater to your weaknesses

Part of staying sharp and successful as a sales person involves looking for new ways to say things, new methods to reach people, new questions to ask and just continuing to grow and develop. If the Macedonians had done that at Cynoscephalae then the formation and methods that the Roman army faced would have been quite different as perhaps would have been the outcome.