Great Sales Calls - Designed by Great Sales Architects?
Posted by Frank Belzer on Thu, Oct 21, 2010 @ 04:54 AM
On my recent visit to London I had the opportunity to climb the 520 steps that take you to the top of St Paul's Cathederal and was able to enjoy what was rightly described as one of the best views of the city. I was really impressed by the building - especially it's amazing dome, it was spectacular from the inside and awe inspiring from the outside. Sir Christopher Wren, the architect designed it that way. In fact you are looking at two different Domes, one made to be visually appealing from inside and one that maximizes the impact from the outside.
I was in London to train some sales people and this observation had some resonance to some of what we had discussed as a group. Sales people need to be like Sir Christopher Wren? They need to carefully construct a sales call and process that looks one way from the prospects side - patient, empathetic, understanding, they are in control, no push etc and another from their side - they are moving and controlling the process, there is urgency, they guide the decision.
Doing that requires skill, planning and overcoming some of those hidden weaknesses we so often talk about. Normally that involves getting some help and guidance.
As you climb the 520 steps you get the chance to be between the two domes for a while. There is a big difference between the two and yet they are connected and the one supports the other. Ideally these differences, although sometimes dramatic will be invisible to the prospect. But, as the sales person you should have a very clear undertanding of the "construction".
