A client sent us this email yesterday. I love getting emails like this. As a sales consulting company it's our job to make impact and influence our clients persepctives.
"Keenan, thank you again for your time earlier today. It was a great coaching session. You opened my eyes to how my sales techniques that served me so well in the past need to evolve for selling FlixMaster.
I'll be honest, I was going into the session today wondering, "what the hell am I going to get out of this?" And came out of it thinking, "WOW! That completely blew my mind."
You've now got me laser-focused on selling the solution, not the product. And while I may have paid that distinction lip-service throughout my sales career, today truly changed my perspective as I could see the difference in what I had been doing versus what needs to be done."
To me the best part of this email is this quote:
"I'll be honest, I was going into the session today wondering, "what the hell am I going to get out of this?" And came out of it thinking, "WOW! That completely blew my mind."
I experience this type of attitude often. Sales people, for some reason, have tendency to think they know it all. In particular, seasoned sales people who have been successful for years tend to be resistent to new things. In a space where learning and growth can be the difference between quota attainment and failure, this type of attidue can kill you.
How open is your sales team to assess their own capabilities. How well do they assess themselves? Are they accurate?
How open are you? Do you believe you have a handle on it all? As the head of sales how often do you say; "What the hell am I going to get of this?"
If you're like many sales leaders, unfortunately -- A LOT!
If you're open to it, you could have your mind blown.