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Sales Wolf Blog

Listening - The ESSENTIAL selling skill for order-takers.

Posted by Chris Young - The Rainmaker

Oct 5, 2017 7:15:00 AM

Long story short.

If you are like me, you are never satisfied with the status quo.

And chances are you do not do well with "happy talk".

"Happy talk" is what well-meaning sales authors, consultants and training "experts" espouse to the masses. Their target audience is salespeople - the majority of which shouldn't be in the noble profession of sales.

They mean well.

Sales pundits share pithy boring statements like, "Listening is the ESSENTIAL selling skill for salespeople."

If real salespeople - Sales Wolves - engaged Prospects who POSSESSED the capacity to care about their salesperson's value proposition, the world would be a better place!

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Topics: Sales Training

It Takes More Than Training To Make a Challenger

Posted by Chris Young - The Rainmaker

Nov 22, 2016 12:00:00 PM

A recent post written by a self-described "writer and content marketer" caught my attention. In the post, the author shared their Three Step Guide to Becoming a Challenger Salesperson.

The three steps:

  • Step One: Identify Your Opportunity.
  • Step Two: Identify the Strongest Solutions.
  • Step Three: Incorporate Your "Lesson" Into Your Messaging.

The advice is good except for one exceptionally dangerous assumption.

 

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Topics: Sales Training

All The Sales Training In The World Can't Fix Stupid

Posted by Chris Young - The Rainmaker

Feb 21, 2015 9:55:00 PM

A few years ago, the great philosopher (comedian) Ron White shared an interesting perspective about improving people.  He said:

"If your eyes go bad, you can have lasik surgery and they can give you 20/20 vision at any age.  If your hearing starts to fail, they can put a device in your ear that will make you able to hear as good as you could the day you were born.  But let me tell you something folks.  You can't fix stupid.  There's not a pill you can take.  There is not a class you can go to.  Stupid is forever."   

Mr. White was absolutely correct.  Stupid is forever.  
You cannot change people.  You cannot make someone something they are not.  Yet sales trainers insist on attempting the impossible.
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Topics: Sales Training

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