Do You Have a "Sales Success" Attitude?

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  dave.stein@...06/27/08 Report as spam
  1

  Attitude

  There is one attitude that not enough sales people have: Willingness to seek the truth. I've commented on this before on this blog.
  
  Do you seek (and can you handle) the truth? Too many salespeople have the wrong attitude about this. They don't ask their customers and themselves the tough questions, because they are not ready, willing and able to hear the answers.
  
  A few truth-seeking questions to ask customers:
  
  * If you had to make a decision today, who would you choose?
  * Is there anything that would prevent you from doing business with me and my company?
  * Do I have an equal chance of winning your business?
  * If you don't make a final decision by the date you mentioned, what will happen?
  
  A few truth-seeking questions for themselves:
  
  * What skills must I improve to be more successful?
  * What's preventing me from taking action?
  * Why am I not taking full responsibility for my performance?

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  Geoffrey James, Sales Machine06/30/08 Report as spam
  2

  Incredible stuff

  Dave,
  This is brilliant stuff. Mind if I surface it into an official post? Because it deserves a wider audience.
  Geoffrey

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  dave.stein@...06/30/08 Report as spam
  3

  Truth...

  Thanks!
  
  By all means, Geoffrey.
  
  It's often difficult for sales managers to help their sales people seek and handle the truth because they themselves can't. How can I determine that you're color blind and can't differentiate red from green if I can't tell the difference myself-kind-of-thing. It's a very real problem that ESR sees quite often.
  
  Finally, when I'm presenting, I use that famous scene between Jack Nicholson and Tom Cruise from "A Few Good Men" to illustrate the point. What's really important is not the line, "I WANT THE TRUTH," but rather, "YOU CAN'T HANDLE THE TRUTH." Nicholson then goes on with, "Son, we live in a world that has walls. And those walls have to be guarded by men with guns. Who's gonna do it? You? You, Lt. Weinberg? I have a greater responsibility than you can possibly fathom." Priceless! When I saw that the first time in the movies, I finally understood one of the most destructive attitudes of sales people and their managers.

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  JOROMA4007/04/08 Report as spam
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  RE: Do You Have a

  WOW, THANK'S FOR THIS SITE. I SAID YES TO 9 OUT OF 10, AND AT THE SAME TIME FOUND THAT THIS IS ALSO IN MY HOME LIFE (NOT GOOD). TAKE ALL THIS INFO AND ADD IT TO "O-C-D" YES, I AM ON MY 2ND WIFE NOW. THE HARD PART IS HOW TO SHUT THIS OFF AT 5:00PM, THE LOVE OF A CLOSE HAS NO TIME CLOCK. HELP ME WITH MY STOP WATCH!!!
  
  JOHN