We were at a sales meeting this week and we watched a video training session. As I watched the discussion of body language,key phrases, and customer versus salesperson space and quadrants, I began to wonder, what is our job as a salesman?
As a salesman I have always felt that my job was to listen to a customer and dig to find the pain that my product can relieve. I probe and discuss and explain, and hopefully reach the close and pen to paper.I feel I'm a professional and personally, I'm not sure that a lot of this stuff is going to make the differnece. Of course I have to use common sense and I have to respect the customer's space,and my company and my product deserve my best efforts to find the correct words to close the sale. I really doubt that there are "magic beans" that you can cast in to your sales presentation and those words will cloud the customer's mind, like Obie Wan's Jedi mind trick.
Now I'm not saying that these training videos are a waste of time, As a salesman I love hearing people talk sales and I love to pick up tips. What I take from training sessions like this are an examination of my presentation skills, and an assesment of how I can take the info, and improve what I do evey day. It reminds me that I need to be aware of customer space, I need to be aware of my handshake, and my opening line.
My personal feeling is authenticity is the best approach, we've all seen or worked with the guy or gal that goes in to their "act", they approach every customer and opportunity the same way, they've memorized a script and they need to get that out before the customer can say a word. They don't look at the situation, the customer's reaction or anything else, they're hell bent for the sale. I love their enthusiasm, and their commitment, but I question their actions. What do you all think?
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