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Have Your Sales People Become Dinosaurs?

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Views: 13998

Is the sales approach your people are using yesterday’s news? Listen to this episode to learn the secrets to aligning your message with the needs of your prospects.

I was one of the first people to ever own a Blackberry. The first day it was on the market, I had mine strapped to my belt. I’ll never forget my first conversation with the sales rep.

“Email on the go! People will be able to send you an email and you’ll be able to type a note back! How cool is that? Mark my words. Every business professional is going to have one of these.”

It made perfectly good sense to me and I bought one.

Imagine if that sales rep was calling on you today…preaching about how great it would be to have “email on the go.” You’d think he was nuts! Why? Email on the go is an accepted part of most every business professional’s tool kit. The question prospects have today is which PDA device to use among the hundreds of choices.

His sales approach was right on the mark 15 years ago, but he wouldn’t sell a single device today approaching prospects with that shtick. How many of your salespeople are using sales strategies and techniques that made perfectly logical sense yesterday, but miss the mark today? Prospect needs are always evolving which means the sales approach must evolve with them…or your sales people may suffer the same fate as the dinosaur of ages ago…Extinction!
See you next time on the Sales Management Minute.

Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.