O'Reilly logo

Slow Down, Sell Faster!, 2nd Edition by Kevin DAVIS

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 5

The Doctor

Diagnose Small Problems, Define Big Needs

In an initial meeting with a VP of sales to discuss potential sales training, I began by establishing rapport, then asked him a few questions. Before long, I’d learned that he had a team of salespeople who sell advertising space for 300 billboards. When I asked about his current level of sales, he told me he was at only 70 percent of quota—and he was not pleased. Bingo!

What do you suppose most salespeople would do at this point? They’d present the sales training as a cure for low sales. And I must admit, I was sorely tempted to follow the old-school sales axiom “find a need and fill it.” Had I done that, if I’d said “I can teach your salespeople how to sell more,” he would have certainly ...

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