I originally posted this blog on my Linked-In Profile earlier this year (May 5, 2015) and wanted to share it here on our corporate site as well.
"Human Beings are powered by emotion, NOT by reason. Emotions lead to a buying decision, reasons lead to conclusions." I was reading the book "Lovemarks" by Kevin Roberts (CEO of Saatchi & Saatchi) when this powerful statement jumped out at me so much that I had to make sign out of it to remind myself as I am in the ebb and flow of various sales and business development cycles at any one time. In the past, I even developed an exclusive sales training module around this very truth.
So many sales people today are afraid to originate relationships, afraid to cold-call, afraid to prospect and then once they are actually in the sales process they default to price driven discussions. Others focus on analysis, hoping that through some miracle their brilliantly laid out PowerPoint presentation will result in top commission dollars. Still others are so far behind they still exist behind mantras such as "law of averages" and/or "it's a numbers game". It's no wonder that today there are entire books and workshops exclusively dedicated to avoiding cold calling and making promises of never having to do it again... What BS I say... I'm from a different school of thought. Cold Calling and origination when done correctly is nothing short of art & science beautifully melded together.
Great sales people, top income earners a) take a consultative sales approach, b) focus on the value proposition and c) have a great EQ - establishing tie-downs by appropriately playing to critical emotions throughout the entire business development cycle. The phone never weighs 1,000 pounds for these.