- March 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Al Turrisi was kind enough to give me a book called the Power of the Kabbalah. Its ancient scrolls originated around 4,000 years ago, inspired The Secret and predates Moses and the Bible! Since this book is not the Kabbalah itself, rather a Cliff Notes version, it tends to read more like a self-help book. It is far more powerful than a self-help book though as it points to a number of rules that will cause a transformation in one’s life.
Seven of the desired behaviors are consistent with the philosophies in Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball as well as Objective Management Group’s Sales Assessments:
The importance of Desire. Read the Top 10 Factors for Salespeople to Overachieve.
It’s not about you. Over the past several months I have found myself telling an awful lot of salespeople and sales managers that it’s not about them. It’s even become a finding in Objective Management Group’s Sales Manager’s Evaluation – The It’s All About Me finding.
Need for Approval or what happens when you need people to like you. This is the second most powerful weakness in all of selling. Here’s an article about that.
Becoming Emotionally Involved or reacting instead of being proactive. This is the third most powerful weakness in all of selling. I wrote an article about this.
Resistance or the great challenge that presents itself rather than an obstacle. I wrote a an article about this earlier this month and another one a couple of years ago.
Certainty or having faith that what you say, ask, or do will get the desired outcome.
Doing What’s Uncomfortable. I wrote an article about this a while back too.
Many of the articles I linked to were Baseline Selling Tips. Speaking of Baseline Selling, this is the third anniversary of the publish date of the book, a good reason to reread or order it.
So in summary, simply by having your salespeople overcome their sales weaknesses, doing the very things they are uncomfortable doing, having faith in their abilities and having a strong desire for success will cause those very same people to experience life changing experiences.
