Why Don’t Salespeople do what they Know They Should Do?
June 7, 2016
At first the problem is not the problem we think it is. And if that sounds confusing, its because we salespeople are masters of substitution. That’s right, we’ve already substituted the real problem with a more acceptable problem. However the problem here is, the problem has been substituted in name only, and by reducing its real impact to a lesser valued substitute, we can pretend it isn’t really a problem. Let me explain … We Salespeople are ingenious at either dreaming up solution or accepting ideas from others. Once we’ve catagorised a problem, we expect either a quick fix, or we expect other people to solve it for us … But we don’t have the time.