Can A 'No' Stop You Without A Proposal? Sales Couples Have No Brakes.
Pierre Le Pennec
J'aide les ingénieurs fondateurs Tech à accélérer leurs revenus en 1h par semaine
Five years ago, I sat near the middle left of a two-hundred-person amphitheater listening to three speakers at What do CEOs want from salespeople? A conference for the elite salespeople of a cloud giant. The two guests were the CEO of a world-renowned construction company and the CIO of one of the world's three largest luxury goods companies, plus the moderator. There was a bit of staging to share the vision of the two celebrities before the CIO broke the ice to answer the conference's question with a bang:
We do not want to see you.
We do not want to see you. The CIO didn't stop barking at the field sales for three long minutes. The organizer was feverish. The room shook. The world of salespeople collapsed. What if the leaders didn't care about the salespeople?
Hello, Houston. We have a problem.
Let me tell you a story from when I was a kid. When my mum, Gwen, would say no to me when I asked for something, I could get her to change her mind even if I had to insist. She was my guilty ally. On the other hand, when it was my father, Fanch, it was a different matter. I didn't dare to go for yes. No meant no, even when I went out of my way. With that in mind, I hear Rick asking the question:
"What kind of education is that for a salesman?"
Same with the two hundred salespeople. About 4 out of 5 people stopped at no and said they were shocked and dumbfounded, while 1 in 5 took it as an opportunity to do better or different for selling with CEOs.
Education, culture, and DNA
One of the critical factors in a salesperson's skills is their DNA. The percentage of positive DNA that supports the sales skills to succeed as a salesperson makes a difference. You will find two assessments of salespeople below to identify this skill trait:?
The first image shows the assessment results of a weak salesperson ranked in the 37th sales percentile. While he Stays In The Moment, his overall attributes do not support his sales skills.
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The second image is of an elite salesperson in the 95th sales percentile. While there is a red flag on his Supportive Beliefs attribute, his global DNA supports his sales skills.
Can weak and elite salespeople share identical Supportive Buy Cycle scores? Affirmative, but keep focusing on what is important and stay with me:
I don't want to take the chance of upsetting them. I don't want to be disagreeable with them. I don't want to get in the way so that they won't talk to me.
What pieces of DNA allow the 95th percentile salespeople to handle the no?
Questions
Before you guess what happened with our CIO friend, here is some feedback from the sales crowd: "he made a fool of us," "the organizer is going to get smashed," "Can we still talk to this type of person?"
I don't know if you want to get married or found your love-life partner, but if this person came to you by saying, "I don't want to talk to you anymore," and you felt so much pressure, doubt, or pain that you quit? What would happen to your couple?
Maybe worst:
Please share and comment if you match; contact me to drill down.
2006 Exit - Been Helping Founders and Reps with Customer Acquisition and Retention Ever Since
2 年Pierre, Yes, SalesDNA is important, but some reps don't want to change. They want what they're doing to get better results. Until someone wants ________ badly enough, they won't have a strong enough incentive to change to admit that it's them, not the rest of the world that must change. A strong "Why" will provide a strong "Will to Sell" and the incentive to change what needs to be changed and do what needs to be done.