It's counter-intuitive, but this is what a new study by Lisa McLeod confirms.
SERVICE ORIENTED SELLING
Wednesday, January 30, 2013
Tuesday, January 29, 2013
The Competitive Advantage Gap - Lisa McCleod
If you are a sales person, what is your mindset as you go into a sales call?
If you are a sales manager, how do you train your sales people to think?
A revolutionary new study might cause you to re-think your answers!
If you are a sales manager, how do you train your sales people to think?
A revolutionary new study might cause you to re-think your answers!
The Single Biggest Challenge Facing Your Sales Force - Lisa McLeod
I'm starting a series of video shorts from Lisa McLeod. This is a person that "gets it".
Thursday, January 17, 2013
Selling With Noble Purpose
Lisa Earle McLeod has written a new book titled, "Selling with Noble Purpose". If you'd like to get terrific summary go to:
http://changethis.com/manifesto/101.02.NoblePurpose/pdf/101.02.NoblePurpose.pdf
McLeod says, "You don’t need to look any further than the auto industry to see what happens when salespeople lack a noble sales purpose. The auto industry has genius engineers. They do extensive consumer research to identify exactly what we might want or need in a car. Their marketing people create compelling ads. But what happens when you go to the dealership? The only thing the salesperson wants to know is, “How much a month can you pay?” and, “Do you have good credit?” Years of work, thousands of hours researching the consumer, millions of dollars spent, and it all falls apart on the showroom floor. As anyone who has done it can attest, buying a car can be an absolutely soul-sucking experience. Car salespeople don’t care about making a difference in your life. All they care about is closing the deal—because closing the deal is the only thing their sales manager has told them to care about. The conversations managers have with salespeople drives the conversation salespeople have with customers. The internal conversation becomes the external conversation. So if the internal conversations are only about price, volume, and targets, with no mention of a larger purpose, that’s exactly what your salespeople will discuss with customers."
A lifetime of experience with sales, sales management and sales training tells me Lisa Earle McLeod is on to something big.
http://changethis.com/manifesto/101.02.NoblePurpose/pdf/101.02.NoblePurpose.pdf
McLeod says, "You don’t need to look any further than the auto industry to see what happens when salespeople lack a noble sales purpose. The auto industry has genius engineers. They do extensive consumer research to identify exactly what we might want or need in a car. Their marketing people create compelling ads. But what happens when you go to the dealership? The only thing the salesperson wants to know is, “How much a month can you pay?” and, “Do you have good credit?” Years of work, thousands of hours researching the consumer, millions of dollars spent, and it all falls apart on the showroom floor. As anyone who has done it can attest, buying a car can be an absolutely soul-sucking experience. Car salespeople don’t care about making a difference in your life. All they care about is closing the deal—because closing the deal is the only thing their sales manager has told them to care about. The conversations managers have with salespeople drives the conversation salespeople have with customers. The internal conversation becomes the external conversation. So if the internal conversations are only about price, volume, and targets, with no mention of a larger purpose, that’s exactly what your salespeople will discuss with customers."
A lifetime of experience with sales, sales management and sales training tells me Lisa Earle McLeod is on to something big.
Subscribe to:
Posts (Atom)