This guy had absconded with a copy of this huge binder that he had received as a part of this training.  The binder was an excruciatingly detailed sales process for selling copiers.  It had detailed step by step instructions for every scenario…  if its a referral, do it this way, if its a cold lead, do it that way, etc….  Each individual process was very detailed…

Call and say this.

Send this letter, then wait 7 days.

Call again and say that.

If the prospect responds this way, then send this letter and call again in 10 days, etc.

My associate had figured out that the words in the letters or what the binder said to say in a call where not important.  What’s valuable about that binder is the detailed documentation of all the steps, the timing and all the possible branches on the tree of possible outcomes along the way.  He could apply it to selling any product or service.

In the 70′s, Xerox was known for having one of the most comprehensive sales training programs ever developed.

So, when I ran across this article by Daniel Sitter, in Idea Sellers, I had to pass it along!

Actual video of Xerox President Joe Wilson from back in the 60′s.  The video is of Joe welcoming a group of new reps to their training program.

Its still timely and moving.

I hope you enjoy!

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Gary talks about changing your mindset to open up opportunities for sales success.

There’s no question that we are usually our own worst enemies.  Our fears and doubts slow us down and cause us to overlook opportunities.

Why is it soooooo difficult to keep one’s self in a positive frame of mind?

Of course, there is tons of medical and psychological research out there about how the core of our brains are ruled by survival instincts like fear (fight or flight…), etc.

Those emotions take over quickly and easily.

In spite of the countless books written by the godfathers of sales expertise and motivation, all of them preaching affirmations, etc., human nature keeps getting the better of us.

And as sales managers, business owners and sales trainers, we tend to reinforce the fears and self limiting thought patterns.

We focus on overcoming objections.  We focus training on sales “funnels” where most of the prospects fall out of the funnel…

At SalesNexus, many of our clients’ biggest concern is to track the activity of newly hired sales reps so that they can see where they need help, training, coaching…. i.e. what they’re doing wrong.

I see a future in which your Sales Automation system sends the manager an alert when a rep reaches a goal – 50 calls completed today – or even better, congratulates the rep.  Where the rest of the sales team can see a “leader board” of reps who have excelled or exceeded expectations.  In my business, this should not be limited to how much they sold but, its most valuable at the day to day activity level.  The blocking and tackling.

Think about your world.  What are you doing right consistently?  How can you spend more time maximizing that strength?

What are the things that slow you down each day?  What are the dark clouds that haunt you day in and day out?  Can you look past them?  What would you be able to do if they disappeared instantly? Write those accomplishments down.

Read your list of accomplishments each morning.  Watch solutions and opportunities appear where the clouds once were.

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