In which we’re encouraged to ask enough questions to understand whether our prescribed solution to a client’s problem will really work in the client’s environment.
Watching classroom sales training role-plays is a little like watching football teams practice without pads… Low intensity. Move through the motions. Nobody trying too hard to take anyone else out. Still, an observer can get a general sense of the team. Essential tendencies shine through.
So, as I was watching and coaching this particular set of “pad-free practice role-plays,” I saw an essential tendency. As the “sellers” in the role plays heard a bit of information that suggested a potential need for a product, they would say, almost reflexively, “if I could show you a way to…” (I gag every time I hear that) or “we have a product that would help you….”
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