I read an interesting article in the Ladders recently on persuasion. One thing that caught my eye, that reinforces something we emphasize in our workshops, is how difficult it is to try to change someone’s pre-existing beliefs. And if we try to engage in a sale on those grounds, we are almost certain to be rejected.
There has been a lot of discussion about how social media and technology are making salespeople obsolete. Particularly in areas in which personal communication and relationship building were traditionally important.
As you might surmise, our Mr. Shmooze community includes all sorts of people who are interested in selling and communications including business owners, sales managers and salespeople.
Historically our focus has been on helping salespeople ply their trade, but over the years many of you have asked if we have anything specifically for owners and managers . . . something that can help you develop your strategies and build outstanding sales teams.
I just got back from a trip. I was delayed in Pittsburgh on the way back to Austin through Dallas. The delay was almost certainly going to blow my 2:35 P.M. connection in Dallas, so I approached the desk at the gate for options.
There were two agents:
The first one looked at me grumpily and said, “I cannot help you. I can only work on tickets with connections up until 2:30 P.M. (Remember . . . mine was at 2:35 P.M.).” I said . . . “Have you ever flown through Dallas? Their taxi time is long and the train loop is slow, there is no way I will make this connection.” She looked right past me and said “2:30 P.M. cut off . . . NEXT.”