This is not a story about carpentry or woodworking. Ironically, it is a story about the sales process.
Today's your first day in sales. You are excited, motivated and have endless energy. Everyone has told you how great you would be because you are such a "people-person." Time to get some training then off to find some customers.
Sounds great so far...right?
Enter the "hammer." Here's how the hammer operates. You have a quota of sales you need to make and you hit the streets. Door to door you look for someone who will listen to your story. Let's call that person the "nail." You prefer that the nail listen because you have a lot to say. You are the highest rated...have the coolest product....and suggest that only un-cool people do business with your competitors. You have slick offers, often with expiration dates. "Buy now to get this great low price." In the best case scenario the nail will say nothing, and will sign the contract without too much resistance. And so it goes. You win some, you lose some...and sometimes you get thrown out the front door. Are you having fun yet?
My guess is that 70% or more of sales people use the hammer and nail technique. It is a disservice to the salesperson, prospect and the sales profession. If you are in sales, expect to be trained. Better yet, interview with companies who are willing to invest in your personal development. Say goodbye to the hammer and nail companies. Trust me...there are many better options.
What sales approach do you use? How is it working?
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