90 MILLION salespeople
are in the developed and undeveloped world bringin revenues to their companies and supporting global liquidity.
Sounds great doesn’t it, until we factor in the well-known Pareto Law that 80% of those salespeople only bring in 20% of the business; leaving the other 20% to bring in 80%.
A proverbial problem at the micro and macro level, but why you might ask?
Well the answer lies in a famous saying by the world’s greatest genius, which is:
Those 80% of incompetent salespeople just keep on doing the wrong sales methods, time after time, expecting a better result that never really comes. However, this is sometimes not so much the fault of those kind of salespeople as it is of those companies who should be more focussed on helping them become indisputably competent at selling by making it compulsory that they learn all the essential levels of sales skills, strategies, techniques, tactics and speech habits used and proven by Drummond Training, and to be fair other professional sales training companies..
We are what we repeatedly do. Aristotle
In comparison to competent professional salespeople, incompetent salespeople are ineffectual because either they have not had the opportunity to learn, or they foolishly refuse to acquire and embed important sales skills to memory. Either way, in performance terms they can only ever be winging it. At every turn, thinking what to say and do next and because they cannot think and listen at the same time, they continuously crash and burn sales.
Military combat is not for the fainthearted and conflicts are only won by victorious warriors brave enough to overcome fear in face of the enemy. Bottom line? They’re committed and professional in every way imaginable. It’s their call of duty.
Similarly, success only comes to those in sales if they overcome their fear in front of the clients and have dedicated themselves to become expert. For selling is not just a job. It’s a profession requiring considerable effort to study, learn and apply.
In the military, running, push-ups, squats and jumping are comparable to the sales version of effort, study, learn and apply. The big difference being that if we were in the military, we would be made to do them repeatedly; but in industry and commerce it’s almost entirely up to the individual salesperson as to whether they study properly, learn their craft fully and then apply it.
Regrettably, most people in sales just study the straightforward, uncomplicated, simple part of sales by only learning product and industry facts and they do that because it’s easy and it’s effortless.
These inept salespeople never learn things such as powerful presentations, answering questions with questions, reflexive answers to objections, good speech habits, closing abilities and many other essential skills.
Nope! That seems to be too much trouble and another key reason why inept salespeople only bring in 20% of the business. By comparison:
The inept are unprofessional.
The competent are professional
The inept are telling not selling
The competent are selling not telling
The inept are boring
The competent are stimulating
The inept sell product
The competent sell solutions to problems
The inept take orders
The competent create orders
Yet, across the big wide world it’s the inept who by far are the vast majority of all salespeople.
In addition, the inept by diminishing their sales closing abilities, directly hinder greater economic possibilities for themselves, their families, their companies and at the collective macro level, even their countries.