Sales and leadership

Dinosaurs Are Alive And Looking For Victims

Don’t let them into your business, they will kill it!

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“It takes 20 years to build a reputation and five minutes to ruin it. If you think about that, you’ll do things differently.”

Warren Buffett

I recently answered a question on Quora about ‘closing techniques’, the question itself suggesting the questioner is following an old fashioned and outmoded concept, so I answered accordingly.

I was amazed at some of the emotions I stirred up!

Some of the comments were positively dinosauric! I mean, seriously, are people still using such ineffective and counterproductive tactics?

Is it any wonder that the sales industry continues to have a reputation of mistrust?

I understand that challenging a status quo makes people uncomfortable, but I still wonder why our industry generally fails to understand how far even ‘unprofessional’ prospects have developed their buying requirements?

Incredibly, a great deal of sales training and management still works from the premise that ‘getting a sale’, any sale, is the main target outcome — rather than satisfying needs and achieving customer satisfaction, even, dare I say…