by Tim Roberts
Distinguished children’s book illustrator, Robert McCloskey, offered this statement: “I know that you believe you understand what you think I said, but I'm not sure you realize that what you heard is not what I meant.”
He could have used that line as an opener of any sales convention, highlighting the #1 challenge faced by business developers today--presenting to the wrong issues, based on a misdiagnosis of the real challenge.
He could open a political convention with it as well.
McCloskey’s statement is actually easy to breakdown. He said:
- You believe your interpretation of what I said.
- You were wrong.
- You’re going to act in accordance to #1 anyway.
- I remain frustrated.
In our office every day of the week, we see, hear and feel the frustrations of weary salespeople. Despite great honor in their approach to a business opportunity, these salespeople wind up dazed and confused, often blind-sided by prospects. Unfortunately, the blame often lies with the one doing the selling.
Didja catch that? The Seller deserves the blame.
Our founder, David Sandler, had a reminder for all of us: “You can’t get mad at a prospect for doing something you didn’t tell them they couldn’t do.”
The challenge is one we measure here at Sandler Training, Trustpointe: Reading the Situation. Most amateur salespeople rank low in this key sales competency. Most decent salespeople do, too.
We all see the world through our own experiences and beliefs about those experiences. Have you ever considered that your prospects and customers have experiences and beliefs different than your own?
The game being played is the game of "Beliefs." Yours vs. theirs.
They buy theirs.
At Sandler Training, Trustpointe, we help our clients make the correct diagnosis, the first time. To learn more about sales malpractice, buyer beliefs and weird opening statements at political conventions, contact Tim Roberts at tim@thetrustpointe.com or 317.845.0041.
Blindfolds move well on eBay.
