How Salespeople Must Run Stop Signs and Red Lights - Legally

Posted by Dave Kurlan on Tue, Sep 05, 2017 @ 09:09 AM

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There is one simple thing you can do each day that will dramatically improve your sales effectiveness.

But you don't think it's possible to do what the title says, do you?

Well, it is not only possible, it's crucial - and not only that you do it, but that you do it often and start doing it today.

Okay, so maybe I'm not talking about driving a car.  Maybe the stop signs and red lights I'm talking about are in your head.  But that doesn't make them any less real.  As a matter of fact, you probably stop at more signs each day because of what you think, than you ever encounter when you're behind the wheel.

I'll explain.

About five weeks ago my wife and I watched a movie called What the Health.  The movie scared her into becoming Vegan and convinced me to try it too.  The thought of me and a plant based diet was terrifying!  But I agreed to do it for two weeks and for those two weeks I pushed through.  It wasn't awful but I simply didn't enjoy a lot of the food I was eating.  That was one part.  The other part is that I lost 10 pounds, I had more energy and I felt better.

In other words, I ignored all of the self-limiting talk in my head:

  • It's gonna taste like crap.
  • I'll gag.
  • I won't be able to eat it.
  • I'll throw up.
  • I'll hate it.
  • I won't be able to do it for more than one meal.
  • I won't be getting any real nutrition.
  • Real men don't live on plants.
  • I can't live without ice cream!
  • I should be able to eat organic or grass fed - this isn't fair.

Yes, I ignored all of the stop signs and red lights and good things happened!

It is exactly the same in sales.

If you would simply ignore all of the self-limiting talk in your head:

  • They won't answer the phone
  • They won't want to speak with me
  • They'll be upset if I interrupt
  • I can't ask too many questions
  • I can't push back
  • I have to talk about the company and the product
  • I must provide a quote or proposal
  • I need them to like me
  • It's OK if they think it over
  • I need to sound like I know what I'm talking about
  • It's OK if they talk with my competitors
  • I need to have the best price in order to win the busine
  • I can't call on the final decision maker
  • I need to begin with purchasing

Of course that isn't the complete list - there are 50 more like that - but you get the point.  What would happen if you ignored all of the self-limiting noise in your head and pushed through like I did with food? 

Good things would happen.

Would that be so bad?

Topics: Dave Kurlan, sales excellence, self-limiting sales beliefs, sales effectiveness

Which Thoughts Affect How Successful You Will be in Sales?

Posted by Dave Kurlan on Mon, Jun 27, 2016 @ 08:06 AM

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I finished reading Game 7 - Ron Darling's book on the final game of the 1986 World Series, and I'm half way through Shoe Dog - Nike creator Phil Knight's memoir.  They're similar books because each devotes so much ink and analysis as to how their own thinking and beliefs - both positive and negative - shaped their actions and outcomes.  Read them and imagine sales instead of baseball and entrepreneurship, and both books will help shape the ideal thought process to support selling!  I highly recommend both books.  I wrote a lot about beliefs in selling in both Mindless Selling and my best-seller, Baseline Selling.  As a matter of fact, when Objective Management Group (OMG) measures this, only 45% of the sales population have 80% or more of the possible supportive sales beliefs and only 6% (elite territory) have better than 87% of the possible supportive sales beliefs!

We're half way through 2016 and I've posted 60 more articles to my Blog.  I used to measure the effectiveness of an article by the number of reads, but these days, that's more a measure of whether the title or first sentence successfully got a reader to click through.  Today, I think a better measure of an article's overall impact is the number of LinkedIn shares it receives.  As I usually do every six months, I listed the top ten articles from January through June ranked by LinkedIn shares.  Chances are that you didn't read them all so here goes:

#1 - Breaking News - More Salespeople Suck Than Ever Before

#2 - Must Read - This Email Proves How Poorly the Bottom 74% of Salespeople Perform

#3 - Learn How We Discovered They Had the Wrong Salespeople

#4 - The 5 Questions That Get Prospects to Buy so You Don't Have to Sell

#5 - How Boomers and Millennials Differ in Sales

#6 - Sales Coaching and the Challenges of Different Types of Salespeople

#7 - What do you Blame When Salespeople Don't Schedule Enough New Meetings?

#8 - What Percentage of Sales Managers Have the Necessary Coaching Skills?

#9 - How Wrong are Company Methods to Rank and Compensate Salespeople? 

#10 - Why Uncovering Pain Doesn't Close the Sale with a CEO and the 3 Conditions You Do Need

While those were the most shared, there are a couple that should have been shared more often but weren't:

The 3 Most Important Questions about Sales Process

It's Coming Sooner Than You Think - 5 Keys to Prepare Your Sales Force for the Recession

Topics: Dave Kurlan, sales process, Sales Coaching, Top Performer, sales performance, self-limiting sales beliefs, sales compensation, linkedin, uncovering pain, phil knight, nike, ron darling

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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.

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