Similarities For Sales Professionals everywhere As a sales trainer, I am often looking for openings – places that need to be filled, patterns crying out for recognition. When I look at what happens for salespeople when they hear “I’m … Continue reading →
For sales managers everywhere
We have all heard about how pressure creates diamonds as inspiration to be able to learn to withstand it. The ability to deal with pressure effectively is a learned trait, and sometimes the only benefit of adversity and challenge. Pressure shows what is underneath and who we are.
The Dalai Lama said “How we do anything is how we do everything” and that goes for pressure, too. If we cave and implode, get confused and flaky, get demanding and impatient and angry, those are our defaults under pressure. My quote is: “When we squeeze a tomato, we don’t get orange juice.”
When I work with an organization and get push back from employees, I know that I am providing pressure and revealing how that person will behave under pressure.
Training shows you how your salespeople learn and comprehend, take risks and try new things, and how they perform under pressure. How they behave with the pressure I provide shows you how they will behave with a prospect or customer who doesn’t do what they want them to do. So when they show me resistance or indifference, consider that is the same behavior they will show your customer when they say “I’m just browsing” or “I want to think about it.