In sales, you often see those people that are fresh and new get off to a fast start. They are excited and don't know what they should be afraid of yet, so they set off with wild abandon and simply sell.
Then something funny happens...
They get training and information and then more training and more information. Then you look at their faces and the fresh excitement is washed away and replaced with confusion, doubt and fear of saying the wrong thing.
I wonder when or if companies and sales trainers will ever learn. Are they so arrogant they cannot see they create their own selling dilemma?
Sales is more about emotion, excitement and passion and less about knowledge and memorizing a sales presentation. YES, knowledge is important, but it is only important when it relates to what your client has a need for.
If you have excitement and passion, you WILL gain knowledge! That is simply how it works. Knowledge is best gained when discovered through passion and excitement NOT when it is force fed through a stagnant training class like it is the medicine for some disease.
Curt Fletcher aka The Likeability Guy, is a Real Estate Professional, Business Development Strategist, Published Author of the book, How To Sell More Homes and Increase Your Income," Sales Trainer and Sales Manager with Lillian Custom Homes.
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