Avoid Mistakes, Take Action, Overcome Resistance

Posted by Dave Kurlan on Mon, Aug 24, 2009 @ 10:08 AM

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

Topics: Dave Kurlan, sales management, selling, Salesforce, Sales Force, Rocky LaGrone, success, sales tips, Forbes, ZoomInfo, overcoming sales resistance

Revising the Forbes Message of the Day for the Sales Force

Posted by Dave Kurlan on Thu, Feb 26, 2009 @ 08:02 AM

The Forbes Success Calendar for 2/25/09 said, "Action and reaction, ebb and flow, trial and error, change - this is the rhythm of our living.  Out of our overconfidence, fear; out of our fear, clearer vision, fresh hope.  And out of hope, progress." - Bruce Barton

I think this quote requires a serious revision - for the sales force and for the company.

First, let's make it shorter.  

Action.  Today, any action is better than inaction. And don't react, just respond appropriately.  Reactions are emotional while responses are intentional.

Change is good but forget trial and error.  In this economy there is no margin for error.  Everything you do must be time-tested and proven

Hope is not a strategy but unwavering belief will lead to progress and in turn, confidence

My revision: If what you are doing today is not yielding the desired result, respond, take action, change, believe, progress, succeed.

(c) Copyright 2009 Dave Kurlan


Topics: Dave Kurlan, Salesforce, Sales Force, success, improve sales, economic crisis, sales results, Forbes

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Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

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