I just read an old-time account of a sales manager who brought in his poorest salesman and told him he knew why he was dead last in sales.
The poor fellow was eager to listen, which proves this was in a different day and time.
The sales manager cleverly, yet bluntly proved to his salesman that he was using sales tactics that were out of date.
” How old is your car ? “, the sales manager asked.
” Six months old. Barely broken in. “, the salesman answered.
” Why not drive one that’s six or seven years old ? “, the sales manager asked.
” Because the new one’s give better performance”, the salesman answered.
” So would a new sales model. “, the sales manager pointed out.
You drive a six-month old car and use sales tactics that quit working six years ago, was the basic premise of the “motivational session”.
How many large, slow to respond, bureaucratic, meeting heavy businesses today are missing out on the performance of the new models because they’re slow to change, slow to adapt and slow to respond to the modalities of choice of their customers and prospects ?
Here’s a tip from a country boy that we already done learned -
If the dog don’t like the dog food, it don’t matter how good you think it is, how much you paid for it or how much you saved when you bought it.
If your market penetration’s getting a little shallow, maybe your ideas are too. Maybe you need to stop, look and listen to those people you’re trying to reach, instead of the one’s that work for you and with you.
Thanks to Jack Hayhow for reminding me of that countryism the other day in a post of his.
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