This is the first in a series of seven articles outlining the need for NEW RULES in your selling efforts. In today’s article, we’ll look at the “Dynamic of Pursuit.”

I trained a sales team two months ago. It was our kickoff meeting in advance of a long term ongoing training program (which is currently in place).

In my kick-off meetings, I begin by focusing on changing the dynamic between YOU and the BUYER. I start with is the simple question,  “Who is selling whom?”

After I had made my points, a 50-something man stood up and challenged me. “There is no way, in this economy,” he said, “that my customer will EVER sell me. I must always be in selling and closing mode or I won’t get deals. You’re nuts to think that it could be any other way.”

OK. So noted. I later found out this gentleman was struggling. His results were poor. In his manager’s words, “time has passed him by.”

I Needed To Address His Concern

When training teams, I’ve learned that I can’t focus on 1-2 people who disagree. Every minute I spend with a disagree-er, is a moment I can’t spend expanding the thinking of the agree-ers. I must pick my battles and this wasn’t a fight worth fighting in front of the group.

After the program, I called the challenger over to have a word with him. He had calmed a little, so I asked him. “Have you ever had a prospect call you because he had been referred to you, hearing how great you are. Then, he asked a few questions and purchased?” Read more