Friday, May 23, 2008

Reader Comments

at 6/3/2008 5:10:39 PM, CMA said:
Yes, we do have an image problem, but what’s new with that? I just read your column that was the source of debate for Bob and Tom. After reading it and their responses, I do have to say I am in agreement with Bob and Tom. Here’s why. Rick, you are presenting some facts mixed in with some flaws. As an example, yes we do have an image problem, but you are presenting that as something brand new even relating it to our training programs. This is nothing new at all. Sales people have always had an image problem and usually that is a result of lack of PROPER training. Another example, yes a brand new salesperson can knock ‘em dead right out the shoot, but then slows down. But, you blame the slow down on sales process training. Why do you think they are so successful so early on? In my experience, it usually is contributed to enthusiasm, not listening skills. You ever hear of the honeymoon period? Everything’s great until reality sets in. Well, customers thrive off of enthusiasm, and usually ruts occur when salespeople lose this attribute. (And, tough markets can be a huge buzz kill, right?) How can you say that rookie salespeople have listening skills when they don’t usually know what to listen for because of lack of experience and training? Lastly, close hard and close often is the result of our image problem. Yes that is true, but I have never participated in a sales training program that promoted this strategy the way you have presented it. You must have watched Glenngarry Glenn Ross before you wrote this article. You state that you have differences with Bob and Tom and that is obvious, and you state that your point is to make closing easy, but I didn’t read anything about that in your article. Instead, you bashed sales training programs, but isn’t Touchpoint Selling a sales training program essentially, as well? Do you include your training methods to be a part of our “image problem?” There are so many other points and so little time. I will end on this note. An image problem exists in our industry which is the result of a stereotype of all salespeople. The successful salespeople that differentiate themselves from their competition and shatter that negative stereotype are the true superstars in our industry. They are not rookies with only listening skills and no training. They are highly trained and highly motivated sales professionals who recognize the difference between the extremes of being a product pusher and a being a relationship rollover who “rolls over” and barks when the customer says so. No, they are right in the middle. They build relationships based on confidence and trust and earn the right to close and they close throughout the entire process in order to narrow the buyer’s choice down to a true one-of-a-kind love affair with that one special home. They take the confusion out of the buying process because they are professionals who love what they do and do it well. I would much rather have an experienced doctor practice on a cadaver first and then operate on me, instead of an enthusiastic doctor who never learned any surgical techniques, but was happy to be a doctor and asks me where he should cut first! Thanks but No Thanks!

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