The Clutter Factor
In today’s world, advertisements are everywhere. From the moment you wake up until the moment you go to bed, you and every other consumer, are inundated with thousands of commercial messages a day, 99% of which make NO IMPACT
What has all this done to your dollars?
Companies are shelling out 23 times more money each year than they were 50 years ago. And it would be nice if multiplying the cost of sales also meant that our sales efforts were now 50 times more effective. They're not. Sales effectiveness has fallen dramatically.
Less mystery in the information age
Great selling is great educating. Once upon a time, no one really knew what made great salespeople. It was a mystery. Some thought all it took to be good at sales was a good personality; some thought it was the courage to ask for the order, etc. Today, many studies tell us precisely what makes excellent salespeople. And the single most important trait found in all top producers is unbridled passion to help the customer, even if they resist you all the way.
Top producers really believe that what they sell is valuable and important. But top producers also do several other things, which can be easily modeled and then built into your organization. When you do this, business will sky rocket, but also, everything will simply run a heck of a lot better.