I arrive with about 350 other guys. We smile at each other but really don't talk much. I guess we all feel that we are too good and too proud to be at a sales-training seminar.
The trainer/speaker/guru promenades into the room and starts glad-handing everyone. He is dressed in a $1,200 suit with a sequined T-shirt underneath.
He lets us know right away that he just never wears a tie. (Suddenly all of us are loosening our ties, slipping them off, and stuffing them into our briefcases.)
"OK fellows, get up!" he tells us. "Put down your pens and pads; you won't need them today. I am going to make you a successful sales rep by changing how you think, not how you write. I want everyone to push away the chairs. Open up the room so that we can open up your minds."
Reluctantly, we start pushing the chairs and table into the corners. Are we supposed to be in nursery school? I thought I was finally going to learn how to close more deals.
The lights are dimmed. He begins with a whisper. "Close your eyes? think back to when you were a small child. Remember that story your mom would read to you. The one that you already knew by heart but wanted to hear again and again. The story that shaped you hopes and dream. What was it?"
He must be pulling our leg, I thought. But then someone screams out, "The little engine that could."
Mr. Guru jumps on it. "Great, now I want you to really get into the story." He starts pretending he is a train and huffs and puffs around the stage.
"Those of you who want to get on that train of success, what are you waiting for?" He is imploring us to join him.
To my disbelief, within 20 seconds 100 guys are snaking around the tables and chairs in a long conga line. Then I start hearing music that sounds like an engine that is racing faster and fastrer. The guys are loving it.
After a few minutes of pure pandemonium, Mr. Guru cuts the music, and everyone quiets down. "OK, OK, I want everyone to get that favorite story of their very own into their karma and act it out. Also look around the room to see if anyone else has a similar dream."
The noise level goes right back up, and yet I am still standing in the corner doing nothing. These guys are a bunch of jerks, I tell myself.
The guy next to me is starting to take off his jacket, and even his shirt. "What are you doing?" I ask.
"My favorite story was the emperor's new clothes," he says with some embarrassment. "You remember, everyone pretends that they see stuff that is really not there to please the emperor. Well I am tired of pretending at work that all those ideas from my boss are so great. I think most of them are foolish."
This guy is right. I start pulling off my shoes and socks, even my toupee. I see contact lenses popping out, and women pulling off their high heels and pulling out running shoes from their purses. We have at least 30 to 45 people around us. We are not alone.
What are we going to do with this newfound community? I jump onto the stage and tell Mr. Guru about our group. To my disbelief, he asks me to speak to the entire convention about what we are doing.
"When?" I ask.
"Right now," he responds and sticks the microphone in my hand.
I begin telling our story, To my amazement the "little engine guys" stop huffing and puffing. They stand still. They are listening to me. They start removing their jackets. The few remaining ties are gone too.
I am into this. I tell the crowd, "Next time your prospect asks you for the benefits of your product, don't just repeat the garbage in the fancy brochure. Tell me how you, yes you, how you can really help them.
"Listen to your client, he is the emperor. Find out what he really wants. No one has ever honestly asked the question." I am on a roll, wow, and I am loving it.
The room is hopping. This is how my kids must feel at a rock concert. Do they still have mosh pits? I am ready to jump. I am sweating from exhilaration. I see Mr. Guru standing just off stage, grinning.
The music comes on. He runs out, thanks everyone for coming, and tells us to buy his book and sell, sell, sell.
With one hand, he envelops me with a huge hug. His other hand turns off the microphone. He whispers in my ear. "Hesh, good job as always. See you out back. Don't forget the limo is waiting for us."
Hesh Reinfeld writes a syndicated business humor column. You can read additional examples of his columns on his website: http://www.heshreinfeld.com Or contact him at hesh1@comcast.net
Prospect - "So now that I've told you what we... Read More
Are you worried about whom you'll sell today so you... Read More
Wouldn't it be nice if there were an inexpensive method... Read More
We've all heard the term KISS at one time or... Read More
Does your business run on a sales engine or a... Read More
Have you ever eaten a soft taco? The shell isn't... Read More
If you've been in the small business computer consulting industry... Read More
Mastering the "art of selling" is simply knowing how to... Read More
Do you frequently hear that from a prospect?"I'll Think It... Read More
Are you searching for new and innovative ways of sales... Read More
Sales is still a must for any company who wishes... Read More
Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More
The dreaded question: "What exactly does your company do?" It's... Read More
Three year old Kara was throwing a tantrum. She didn't... Read More
As a trainer, you will be able to see a... Read More
Warren Buffet says that insurance is a commodity and price... Read More
Traditionally, salespeople look for something in the office that begs... Read More
How well do you handle objections?The fact is, most people... Read More
Recently, right before I was about to deliver a motivational... Read More
Q & AQ. Sometimes when I'm presenting to clients, I... Read More
Last Friday, I was spending one last day of freedom... Read More
Increase your sales-in five minutes. This article is the third... Read More
Facilitating the buying process can be very straightforward and fairly... Read More
How do you persuade someone to do what you want... Read More
Selling arwork is easy when you follow a road map.... Read More
Marketing is a skill. Once you master it, you can... Read More
1. Spend money on targeted advertising instead of mass media... Read More
Most people tremble when they hear the word "sales".This explains... Read More
The reason why you have a job in sales is... Read More
Bill Brooks of The Brooks Group wrote an article several... Read More
In my youth I landed a job selling encyclopedias door... Read More
Performance and motivation are like chocolate & peanut butter; the... Read More
Dogs are great teachers of how to sell easier and... Read More
Since 1990 I have focused on the three primary barriers... Read More
For those of us working in the exciting world of... Read More
Recently, right before I was about to deliver a motivational... Read More
I'm about to reveal the biggest secret to growing any... Read More
"Selling worth doing is worth doing badly ? at first!"... Read More
Sales drive revenues, and revenues drive companies. Companies, then, are... Read More
Three qualities are needed to sell anything in life. They... Read More
Solving people's and organization's problems is ultimately what business is... Read More
Just because we receive a referral, it doesn't mean that... Read More
Do you find yourself making these kinds of assumptions?- "I... Read More
The art of effective question asking (qualifying) determines the effectiveness... Read More
Sales resistance is a fact of life for most sales... Read More
Although David has been a graphic designer for a decade,... Read More
A lot of energy is expended within selling organizations as... Read More
Here's an idea on how to make reading the daily... Read More
The quickest way to increase sales is to make things... Read More
Would you like to multiply your web site sales? Or... Read More
Performance and motivation are like chocolate & peanut butter; the... Read More
When your company invests in sales training, what is the... Read More
I recently found myself suffering from a lousy cold; all... Read More
Marketing is a skill. Once you master it, you can... Read More
We all have something in our past we believe someone... Read More
The purpose of any business is to bring in customers,... Read More
It makes no difference if you are a Saleswomen, a... Read More
1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More
Every sales presentation should start with the approach, or introduction.... Read More
I bought a second pair of reading glasses from my... Read More
Do you want to sell more successfully using an honorable... Read More
My experience has taught me that people want to buy... Read More
I am writing this at the Philadelphia Airport on my... Read More
"I need more clients!" wails Steve, a 32 year old... Read More
What do we mean by a consultative approach?When you hear... Read More
What was the quickest rejection you ever got? 2 minutes... Read More
Sales Training |