Posts Tagged ‘sales solution’

Let’s Stop Selling to the Quick Fix Need

A great friend and colleague, Dan Waldschmidt, wrote an outstanding blog about the charlatans who provide success advice and are liars. What Dan was addressing was those in sales who sell to the quick fix need.

Read Dan’s blog posting – Why Most Success Advice Is Bullshit and What to Do About It.

These salespeople be them executive coaches, organizational consultants to even instructional designers, look to the quick fix need of a sales lead.  They usually know their sales solution is not effective (doing the right thing) and therefore not sustainable.  Maybe this is why so many salespeople hide from return on investment (ROI).

My History of the Quick Fix in Sales

I first saw this for me unethical sales behavior when I was involved in instructional design.  As a subcontractor I was tasked with writing sales training (instructions) for retail salespeople to sell through a series of computer prompts.  The way the training was scheduled was not going to be sustainable.  Additionally, these salespeople were not being trained on the entire sales process.  This sales training was all about selling without any solid establishment of a relationship.

Later as I established my own executive coaching and consulting practice, I had numerous sales opportunities where the client wanted a quick fix.  I knew that a one time learning event provided very little long term cognitive retention.

How can anyone change his or her behavior when he or she forgets the knowledge to change that behavior?

When the client insisted on a one time learning event and wanted “loosey goosey” outcomes such as “improve communications with customers” or “be better leaders,”  I respectfully declined and stated my sales solution would not be sustainable.

Every potential client told me “well, so and so” said he or she could do it.  I would respond with “Then I would reach out to that individual. I know from my education and experience, what you want will not happen in a one day or two day training event.”

Many people will always be attracted to the quick fix for a variety of reasons.  The only way to provide sustainable solutions is to stop selling to the quick fix.  Take the hit in your sales.

And before you hear some internal response such as “this is what the client wanted” to justify selling to the quick fix, remember your sales solution should be effective (doing the right thing) and sustainable.  You should be able to quickly provide a measurable return on investment (ROI).

As Dan said:

“Success is you doing the right thing. When no one is watching. When it’s hard to do.”

Dan goes on by saying:

“It’s the mindset and the actions created by that mindset that lead to the outward evidence of your success. Stop buying into other people shortcuts.”

The last sentence could be easily rewritten as “Stop selling into other people’s quick fixes.”  For the “quick fix” is a shortcut and truly not sustainable.

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In Sales Conversations The Fine Line Between Inspiration and Intimidation

Most salespeople truly believe in their sales solutions especially entrepreneurs and single office/home office small business owners. They want their sales conversations to be full of inspiration and yet sometimes just the opposite happens.

We have all heard about pushy salespeople.  These are the folks who make their sales pitches within a few moments after shaking your hand.  I am not talking about those salespeople.

What I am talking about is the salespeople who so firmly believe in their solutions, their sales conversations are full of passion that comes from the heart. Sure they want to close the sale, to earn the business, but first and foremost they want their prospects to share their passion to have that “V8 moment” so to speak.

Salespeople full of inspiration realize it takes more than one contact.  They will make numerous efforts to reach out to their sales leads or prospects and to share their “inspirational” sales solutions.

For some sales prospects, eventually they lose the feeling of inspiration and it is replaced with intimidation.  They don’t want to hurt the feelings of the salesperson, but the constant focus on the sales solution turns them off.  The mistake made by the inspiring salesperson is one also shared by those other pushy salespeople – failure to listen and observe.

Recently I observed an inspired SOHO entrepreneur who was attempting to sell his solution to another individual.  The “sales lead” was polite. His body language told me he was being polite.  However, he had been turned off by the sales conversation quite earlier. Yet the salesperson failed to pick up these non-verbal clues and continued with what he thought to be an inspirational sales solution.

The passion that inspires salespeople to have those sales conversations can easily intimidate especially if the salesperson is not actively listening and observing the non-verbal behavior of the sales prospect.  Top sales performers understand how easily it is to cross the fine line between inspiration and intimidation.

The DISC tool helps to better understand sales conversations behaviors.  To learn more click here to take advantage of this special Labor Day offer by

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