by Tim Roberts
Ok, it’s the Martian in me and I got it, I’m weird. But if you knew there was a good reason I think in terms of selling like a Martian, would you keep reading? If you’re still with me, I appreciate the fact you’re a gamer, so I’ll get to the point.
I read a lot. I read about selling, the psychology of sellers and buyers, brain wiring and people behavior in general. Two books I’m particular fond of – or, at least have made an impact on me are: Games People Play by Dr. Eric Berne and How to Run Your Own Life by Jut Meininger. Jut’s book is a conversation between two characters, Earth Person and Martian. The Martian represents the ability to see and hear things without prejudice and distortion and is based on Eric Berne’s notion of “Martian thinking” – making no assumptions about the implications of what he observes. He is subject to none of the usual confusions besetting Earth People, and he provides a totally unbiased sounding board for the Earth Person to use in examining his life plan, changing his old decisions, and formulating his new way of life.
Sales managers and sales people should take heed: Listen to your prospects and customers without prejudice and distortion. Emphasize the “distortion” piece. As a trusted advisor, coach and trainer I hear far too many of my good sales brothers and sisters adding a great deal of “distortion” to their pre-call meetings and post call debriefings. They appear to be consumed with mind-reading and assumptions. The Martian in me says they’re simply getting bogged down with made-up speculation.
Remember Detective Joe Friday from the old television series, Dragnet, saying, “Just the facts, ma’am” with that emotionless, straight face? Sales managers and salespeople would do well to consider the same – just the facts.
At Sandler Training, Trustpointe we help sales managers and salespeople engage in fact-finding and evidence of need. To learn more about unbiased sounding boards, games people play and running your own life, contact Tim Roberts at 317.845.0041 or tim.roberts@sandler.com.
Phone home.
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