- August 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The Forbes Success Calendar for July 30, 2009 had the following quote:
“More people would learn from their mistakes if they weren’t so busy denying that they made them.” Anonymous
Great quote.
Works great in sales too. Your salespeople would have more success changing the minds of their prospects if they weren’t so busy denying them of their opinions, trying to push facts and features, benefits and value propositions, and proof and examples down their throats. You don’t change people’s minds by using logic on them. You change people’s minds by eliminating their resistance instead of increasing it. Resistance is the Enemy! You can read more by reading my recent article on Resistance.
Two days earlier, on July 28, The Forbes Success Calendar had this quote:
Action may not always bring happiness; but here is no happiness without action. Benjamin Disraeli
That is sales in a nutshell! If you don’t hold your salespeople accountable for action (measurable activity) each day, there won’t be any sales happiness. Speaking of some action you can take, ZoomInfo has declared Wednesday, August 26, 2009, Free B2B Intelligence Day. You can have free, unlimited access to their deep intelligence on 45M business people at 5M companies – all day. If you would like to participate in their promotion, click http://go.zoominfo.com/content/2427ZoomInfoDay.
Finally, my guest on Wednesday’s edition of Meet the Sales Experts will be Sales Development Expert, Rocky LaGrone.
(c) Copyright 2009 Dave Kurlan
