Why you need sales training

Take a good look at the three drawings below. Rest assured that a lot of work went into these fine works of art. As you observe the first drawing, take a guess as to the age of the artists. Let’s see if you can get within 2 years of their age. ?

Let’s reassure you that the artist worked very hard on the above drawing.  Now take a look at this one. ? ?How old do you think this artist is?

Ok, one more. ?

The ages of the the people who drew these pictures are (from top to bottom) 27, 44, and 34. At his point you might want to avoid being too judgmental as it relates to the skill level of our artist. In years past, we have asked hundreds of professional sales people to draw the Statue of Liberty. With very rare exception, the above examples are typical.

In this exercise, we then ask our students to take a look at the pictures drawn by the group. Asking the question that we asked you to start this article, “If you didn’t already know, what would you guess the age of the artist to be?”

The answers generally range from 9 to 12. ?Clearly, if you were to take a few minutes out of your day and try to draw the Statue of Liberty, you might notice too that your work of art might be confused with someone of that age group. (9 to 12)

Question:

Why then does the artwork of adults look like that of a child?

That is a good question. In order to answer that, I would suggest that you float back in time. Back to a time when you were in grade school, you might recall that art was something you did with regularity. Your school allowed time for arts and crafts. As you got older you progressed. Your ability’s increased over time.

I know this is true with my son. I remember when he was in pre-school. He would bring home pictures and finger paintings. The next year he was in kindergarten and I was amazed at how well he did. His improvement was extraordinary. Now he is in third grade and yet again, I have seen vast improvement in his ability to draw. I am sure next year he will have improved again.

We all improved at that age too. We simply got better every year until right about the time junior high ended. As we got older, the school replaced art with other courses. We ceased to practice this skill.

With the rare exception of those that sought out and enrolled in art classes, most of us found that our (art) skills became frozen in time.

We continued to grow in other ways, but that part of us became stagnant and stopped growing.

ON A DIFFERENT SUBJECT (or maybe not)?Over the years, I have owned several Mercedes Benz. They are fine automobiles, but as with all vehicles, they require occasional maintenance. Now when we own a car and it is time to take it in, we all have a choice. We can take our cars into the dealership, or take it to a local garage. I, like many others have always opted for the dealership.

The reason is because I know that the dealership sends their mechanics to school to learn how to work on a Mercedes Benz, in fact most Mercedes Benz mechanics are required to continue their education, taking courses four or more times per year. The dealer recognizes that each year the car becomes more sophisticated. I like the fact that the people who work on my automobiles are equipped with the most up to date strategies to diagnose my car’s ailments and fix them easily and effortlessly.

Question: If a mechanic had not gone to a class in five years, could he still fix my car?

Answer: Yes, he probably could. He might not be as efficient, he might have to redo his work a couple of times, but he probably could get the job done.

Question: If a mechanic had not gone to a class in TEN years, could he still fix my car?

Answer: I don’t think so. Maybe, but I wouldn’t feel real good about him working on my car. Why? Because it’s been too long. Mercedes are far more advanced today than they were 10 years ago. There is no way that this mechanic would have the knowledge to handle the challenges presented with a new car.

At this point you are probably saying, “Mick, how the heck is any of this going to help me make more money now?”

Good question. Pay special attention to what we are about to say. This means YOU!

Today, the skills of most sales people have been FROZEN IN TIME. Most sales people are not much better than they were a year ago. They once studied their art and are now relying on old and unreliable techniques.

Clearly, most of us work with self proclaimed sales experts. Most of these “experts” love to ramble on about past accomplishments. They talk about being number one back in 1987.

Many of those in the sales industry love to talk about the “Benjamin Franklin close” or how to qualify a prospect. These are not new ideas, in fact they are prehistoric! ?More to the point they are strategies that today’s client is VERY AWARE OF. Once heard by today’s savvy client, it only serves to break rapport.

The sophisticated customers of today are privy to many of the old techniques used by these little league legends.

 

BIG CLAIM:

The majority of sales people today have had their respective skills FROZEN in time. These dinosaurs roam the sales floor using strategies that were born before the microwave.

They love to say to anyone within shouting distance “I have been in sales for 25 years!” What they omit is that after 25 years they have made little to no advancement within their respective organization.

If there is something that we can learn, something that can make our income grow TODAY,

It is this:

 

  1. Take great care in selecting who you take advice from. Are they successful NOW? Remember, just like the Mercedes mechanic who hasn’t been to class in a long time. It might be difficult to spot that dinosaur, but rest assured he is headed for extinction.
  2. Read, Read, Read. You must invest in yourself. Books, tapes and courses. I highly recommend the ever growing newsletter “Mondays with Mick.” Silly me, you are already a subscriber.
  3. Develop a strong circle of influence. Associate with other like-minded professionals who understand the importance of constant and never-ending improvement.
  4. Acknowledge and be proud of what you do. Avoid being a sales person. Be a master communicator. Someone who is proficient in the art of influence and persuasion.

 

And lastly, tell your friends about “Mondays with Mick.” Every week we are committed to adding a new thought, idea or technique to your repertoire.

Have a great week of sales and take great care to avoid the dinosaurs. There are a lot of them out there!

Mickey Booher

Your success is assured!

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