On a coaching call today, a sales pro told a story that demonstrated a Scotoma he held. The sales pro, who works for a national builder, recognized a way he locked on to what he wanted to hear (and what he was USED to hearing) and almost lost touch with his buyer because of it.
The buyer had asked if the builder offered deluxe master baths. Our sales pro heard this and, because he was used to people wanting the bath, assumed they’d asked for it because they wanted one. The truth was, the buyer asked about it because they didn’t want it. The sales pro did a great job of recovering when he realized that he hadn’t repeated back the buyer’s desires.
This was a fantastic example of learning from a misstep so that he could correct it next time. And chances are, he’ll remember it that much more!
Don’t be afraid to make mistakes, just be sure you learn from them. And always repeat your buyers’ needs back to them.
Here’s to earning what you’re worth!
JASON FORREST (named one of 2012’s Top Young Trainers for Training magazine–a national, industry-wide publication) is an expert at creating high-performance sales cultures through complete training programs. He incorporates experiential learning (rather than theory) to increase sales, implement cultural accountability, and transform companies into sales organizations. A sales professional at heart, Forrest is the author of two previous books. Forrest’s competitive distinction is his behavior-modification approach (which focuses on people, process, and presentation) and his focus on culture change.
ABOUT FORREST PERFORMANCE GROUP
Forrest Performance Group specializes in culture change and creating urgency within sales teams and management. Forrest PG’s competitive distinction is its behavior modification approach as applied to a variety of programs, education, seminars and sales coach training offerings all aimed at dramatically improving sales force success.