O'Reilly logo

Sell More With Sales Coaching: Practical Solutions for Your Everyday Sales Challenges by Peri Shawn

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 6

Sales Mistake #5

Being Ill-Prepared

My family’s not normal. Sometimes on Saturday mornings, we have family outings to watch salespeople sell new products. I know, weird. You see, we have a reason for our strangeness: My husband and I are both in the sales education industry.

The day arrives. The first 3-D TV is released. My husband, true to his gender, loves anything to do with technology. He is thrilled, like a kid in a candy store, so this sales trip is serious stuff. Off we go in search of his future 3-D TV.

It is 10:15 a.m. when we enter the store. There is already a crowd around the 3-D TV. Cool. My husband is so giddy he can hardly contain himself. He has questions about the difference between the new 3-D TV and the latest Sony HD TV (he’s a Sony loyalist).

The other people standing around the TV are taking turns with the only two available pairs of 3-D glasses. (Note to sales manager: If you are expecting a crowd to see the 3-D TV, you may want to have more 3-D glasses available.)

We wait our turn for the 3-D glasses; in the meantime, my teenage son takes off to look at the computers. (Note to sales manager: Have something near the 3-D TV to keep our attention if you aren’t going to have enough 3-D glasses for us.)

A salesperson stands nearby, answering questions about the 3-D TV and monitoring who has the glasses. My husband sidles up beside the sales fellow and asks him a question. Keep in mind that we are in a store that sells the Sony my husband wants to compare ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required