Recently, during my sales courses, I find myself answer more and more of the delegates questions with the same answer. Regardless of what area of sales is being discussed the response that keeps occurring to me is; “It’s to do with how you turn up” 

Ignoring the extra 's', for many people, sales is a four-letter word. But it needn’t be. Sales has developed a reputation over the years that it simply doesn’t deserve. 

 

Due to dysfunctional sales techniques and misguided sales management, companies often underestimate what is required to establish a foundational base for consistent sales performance. As a result, mediocre sales performance has become accepted as the norm. 

During a recent field accompaniment program for a software development company, I met Brian, who invited me to join him on appointment with a medium sized company. This lead came through Brian’s company website and stated an urgent need to purchase his type of product offering. 

Having conducted hundreds of field accompaniment programs over the last three decades with sales professionals of all standards and numerous SME business owners, I feel strongly about the ‘sales conversation’ challenges that too often prevent positive outcomes for both parties.