changingminds.org

How we change what others think, feel, believe and do

| Menu | Quick | Books | Share | Search | Settings |

Welcome to the Sales Jungle

 

Guest articles > Welcome to the Sales Jungle

 

by: Kelley Robertson


5:45 PM. Rick Johnston, VP Business Development, sank into his office chair, dialed his voice mail pass code and heard, "You have seven new messages."

"Hi this is Sean Preston from HiTech Corporation. We're providers of customized software solutions that help companies like yours streamline their ordering processes. I'd like to.." Rick pressed the delete button and started listening to the next message.

"Mr. Johnston, Susan Meyers from Analytic Metrics. I'd like to schedule a short meeting to show you how our newest product will save you time and money.." Delete.

"Rick, it's Brian from logistics. We have a major problem with the Global Software program. Call me right away."

And it continued. Fortunately, Brian's voice mail was the only one Rick needed to take action on. However, his email in-box was another story. Forty-two new messages waited for him and that was just since 2:30 this afternoon. Today, like every other day, was a blur.

He had arrived in his office at 7:15 AM and spent forty-five minutes responding to outstanding issues from the previous day. Then, for the next several hours, he hustled from meeting to meeting. A half-eaten sandwich on his desk reminded him of the minor crisis that had interrupted his lunch. Unexpected problems with their new CRM system they had recently implemented company wide absorbed his afternoon forcing him to cancel two other meetings and delay a decision on yet another project he was overseeing.

On top of that was the directive to reduce spending yet again. It seemed that the CFO was completely out of touch with reality. "How can we possibly run so lean and still cut resources?" Rick had challenged. The CFO simply shrugged and said, "That's why you get paid the big bucks."

But the biggest thorn in Rick's side was the political battle he was fighting with Drew Strick, VP New Accounts. Every time Rick attempted to implement a change that would improve the company's results, Drew challenged him and attempted to derail his efforts.

He broke away from his reflections and sighed. Another three hours of work to do and I still feel that I haven't made any headway. He grimaced and dialed Brian's extension to discuss the problem in logistics.

And that, my friends, is a typical day in the life of an executive. Internal politics, budget cutbacks and spending freezes, an impossible amount of work to accomplish, and limited resources. It's little wonder that they don't return your calls or seem to take forever to make a decision. Even if you have a solution that is a perfect fit for your prospect's company, it's going to take a lot of work and patience to get through to your decision maker. Put yourself in the shoes of your buyer, customer, or prospect. How would you manage their situation?

In today's hyper-speed, octane-fueled business world the outdated and traditional methods of selling are now ineffective. Yes, you are under pressure to reach your sales targets but your prospect is under similar, albeit different, pressures.

Welcome to the sales jungle!

 


© 2009 Kelley Robertson, All rights reserved.

Kelley Robertson, author of The Secrets of Power Selling helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.kelleyrobertson.com. Kelley conducts workshops and speaks regularly at sales meetings and conferences. For information on his programs contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com


Contributor: Kelley Robertson

Published here on: 20-Jun-10

Classification: Sales

Website: www.kelleyrobertson.com

Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

You can buy books here

More Kindle books:

And the big
paperback book


Look inside

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

* Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed

Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed