What The Salesperson Saw (or Didn't) - A Question about Sales Calls

Posted by Dave Kurlan on Fri, Dec 10, 2010 @ 10:12 AM

eyesMost people do the same things every day and perhaps you notice some of them.  For instance, I see the same joggers on the same roads at the same time every morning.  I notice when I don't see them.  I see the same trucks, construction crews, police details and I notice when I don't see them.  I see the same billboards and notice when they change.  I know where the potholes are and know to avoid them.  I know where the traffic will back-up and seek alternate routes.  I also take note when this doesn't happen.  Without thinking about these things at all, I know exactly what to expect, recognize when those expectations are not met, and do something different when required.

If your salespeople have been:

  • selling for at least several years;
  • following a formal, structured, optimized sales process;
  • committed to honing their craft (studying, reading, training, practicing, improving);
  • receiving effective consistent coaching from you or a sales manager...

...then they should recognize the sales call equivalents of joggers, police details, construction sites, traffic back-ups, and billboards.  They should also recognize when the expected doesn't happen and have alternate routes to follow.  Unfortunately, most salespeople don't pay enough attention to what is actually transpiring during their calls, don't notice when things vary to the point that their prospect does not sound ideal, and don't have effective strategies and tactics to employ as their alternate routes.

It's one thing to have eyes, but our salespeople need to use them too.  Typically, their mouths are moving so fast and so often, and the sound of their own voice is so compelling (to them), that their eyes are neutralized. This is similar to what happens on a long drive when you suddenly realize you drove 10 miles past your exit and have no idea how you got that far without noticing.

What do your salespeople miss on their sales calls?

Topics: Dave Kurlan, sales process, sales training, sales management, Sales Coaching, sales call effectiveness

Subscribe via Email

View All 1,800 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight 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


Receive new articles via email
 to the Blog on your Kindle 



Most Recent Articles


Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee


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



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