The Center for Sales Strategy Blog

My wife and I recently bought a lawn tractor from a major big box retail store. It should have been a fun, easy experience, but it turned into a headache. The salesperson who was trying to help us with our purchase was repeatedly interrupted by other store personnel who had a wide variety of problems or questions. At times, other coworkers would interrupt just because they needed to use the young lady’s computer terminal. (Apparently, we were invisible customers or our near-$2,000 purchase was not as important as the other person’s issue.)

Most people go through their day telling people what they want to hear. They don’t consider it lying, just coloring the truth to make it more pleasing. As salespeople, you might color the truth about why you want an appointment. What if today, you told the client the real reason you want to meet with them? What if for one day, like the character played by Jim Carrey in Liar, Liar, you had to tell the truth? Would they be more, or less likely to want to meet with you?

Is your Rookie seller screwing up? We recently added a new puppy to our family, and when deciding which puppy to get we followed all the right selection steps. We carefully considered the most important characteristics and traits to us, and found the perfect puppy for our family. She doesn’t shed, she is the right size, and personality wise she is fitting right in… so why is my perfect puppy peeing on the floor?

There’s a good chance you’ve heard some things in the past few days about Google announcing changes to their keyword data. In case you haven’t heard, or if you’re just not sure what it all means, here’s an update: 

Okay, it was worth a chuckle. Indeed, it was worth the effort to pull my cell phone out and take a picture of the sign, indicating a wading pool depth of one and a half feet.  And then it added, “No Diving.”

Every Birthday, every Christmas, every “gift giving occasion” we go through the same thing with our six year old. The conversation goes something like this:

Frankly, it’s the same in sales as it is in any other creative, human endeavor. The biggest mistake you can make is no mistake at all. Don’t assume those people who make no mistakes in their b2b sales careers are the ones who are most polished and professional. They could be the ones who don’t push their boundaries of capability.