The Blind Side for Sales

Posted by Dave Kurlan on Wed, Oct 16, 2013 @ 05:10 AM

blind sideYou may remember the book and later the movie, The Blind Side.  The football term refers to the offensive tackle that protects the quarterback's blind (non-throwing) side from defensive linemen who are rushing in hopes of sacking the quarterback.

[This marks two posts in a row with a football metaphor.  What's happening to me?]

Last week my car was in the shop for service and as always, the Lexus dealer loaned me an RX350.  This was a brand new model and had a new feature that I couldn't leave alone!  Both side mirrors had orange warning alerts that would light up whenever a car was in the driver's blind spots.  That has to be one of the most awesome safety features introduced since anti-lock breaks!  It provided me with confidence - worry-free lane changes!

Of course, it got me thinking about selling and how great it would be if our salespeople had this feature.  Every time a salesperson got in a blind spot, an alarm would go off to prevent them from taking a turn, going down the wrong path, or leaving the road they were on.  It would force them to ask another question before they could proceed.  How cool would that be?

If we were doing the technical work on this new feature, we would have to identify all scenarios where the alarm would be triggered - points from which our salespeople would temporarily or permanently be operating in the dark with a given prospect or opportunity.  Otherwise, it would be a useless feature.

I'll get us started with the first five and you can contribute some more:

  1. The prospect claims to have the money or money is no object.
  2. The Contact claims to be the Decision Maker and doesn't need to get it approved.
  3. They claim to be happy with their current vendor.
  4. They would love to get a proposal from us.
  5. They say they are going to act very quickly on this.
Can you come up with one or more of the next 45 scenarios?  They won't always be something a prospect might say.  They can also be situations like: the salesperson is calling too low in the organization, the contact won't make an introduction to the decision maker and won't get the decision maker involved.
Your turn.
By the way, this is World Awareness Week - a Celebration of Top Sales World.  Click the image below to visit!
Top Sales World - World Awareness Week

Topics: Dave Kurlan, sales management, the blind side, blind spot, selling scenarios

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader