Yesterday was one of those days that comes together as a day to remember. I’m going to share with you 4 events that took place and I have to premise it with this: It’s not about me! While the message may come from me and may look like I’m double-jointed patting myself on the back, it really is not about me. This blog is a tribute to my clients success and what they shared with me. Kudos to these and all my clients for having the guts to use the tools, principles and the system! Of course I will change the names to protect the guilty and the innocent!
In my first training session we reviewed material from the last session. (Duh! Isn’t that what trainers are supposed to do? Yes Of course!) Anyway, in the previous session we discussed prospecting and cold calling. John had been trying to get to a particular prospect in a very large corporation. This prospect was at the”C” level and very insulated. John, used one of the techniques we had discussed in the previous prospecting session and viola! He got to the prospect, got a 5 minute phone conversation, then a meeting the following week and they expect to sign the contract this Friday. Congratulations John!
My next meeting was with a client to assist in hiring a new sales person. After 45 minutes the interview was over and my client looked at me and said, ““I can’t believe you were able to expose so many weaknesses and show me what I would find out a few months down the road. I can’t believe that I even let this process go this far. I can’t believe I set the bar set so low that I would consider this candidate to be on our team. You just saved me $40 K. I simply smiled and said, I’m happy I could help.
My next training session was outstanding as well. Not because I’m the greatest sales trainer in the world, (I have a long way to go) because the group is relatively young. Ok, I’ll define that for you… early 20’s to early 30’s, most being their first sales job. Anyway, Judy came up to me after the program and said, “Rocky, I just wanted to let you know that before your training program started in March, I was ranked number 18 of over 200 in the eastern division, (from Maine to Florida) and now I am #1 and have been for the last two weeks. Great job Judy for having the courage to try new things and live through the discomfort of change. Go girl!
Then I get home about 7 pm and upon checking e-mail I receive a thank you from a client that I’ve been working with for a few years… more off than on. As a matter of fact I’ve been trying to schedule a meeting with them since March. Anyway the message went something like this, “Thanks dude, we’ve been sooo busy I don’t have time to do training. But I wanted you to know, I took your advice set the trap. Two weeks ago I went to Three Rivers Canada and ordered a 40 foot Doral! I get it next March it’s cost is over $300k. Thanks for your lesson on traps and money! Business is great!”
The psychic reward from the profession of sales is incredible! I would encourage everyone to apply the principle in Napoleon Hill’s book, Think and Grow Rich; Help others get what they want first and you will get what you want. However, I think this principle can be trace back to the best sales trainer that ever walked the earth, around the year 30 AD.
Figure out how to help someone today and every day and it will come back to you 10 fold. But don’t help with that in mind! This is one fundamental principle that separates true sales professionals from the amateurs that give the rest of us a bad name. If you are selling something that will help people and you have their best interest in mind, this truly is one of the secret ingredients to having more people buy more of you stuff!
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