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Sales Experts: Should You Trust Them?
In an earlier post, I talked about how you should be very wary of just a little sales knowledge. You should also be wary of the information and advice you receive from so-called "experts." As you know, most of the "sales improvement" information of today is really just reformulated sales advice of the past thirty years. Many of the "facts", stories and information become quite familiar once you read a number of different sales books. And once the information appears written down somewhere, most people accept the information as accurate. Unfortunately, that's not always the case.Here's a classic example. Early in my career, I remember reading about this study at Yale that talked about the critical importance of having written goals. Perhaps you've read the analogy yourself since it has been used by famous experts like Zig Ziglar, Brian Tracy and Tony Robbins.The story:In 1953, researchers surveyed Yale's graduating seniors to determine how many of them had specific, written goals for their future. The answer: 3%. Twenty years later, researchers polled the surviving members of the Class of 1953 -- and found that the 3% with goals had accumulated more personal financial wealth than the other 97% of the class combined!Pretty impressive story isn't it? Must be true if "big shots" like Zig Ziglar, Brian Tracy and Tony Robbins are using the story - right?Wrong! The story is not true at all.According to an article in Fast Company: It's a consultant's dream anecdote: a vivid Ivy League success story that documents the cause-and-effect relationship between goals and personal success. It's powerful! It's compelling! It's also completely untrue -- as the Fast Company Consultant Debunking Unit (CDU) found out.Here's the link to the full article: http://www.fastcompany.com/online/06/cdu.htmlAgain, be wary of a little sales knowledge. Best, Rob Reed web: www.Terrakon.com Are you losing sales you should have won? Do you have problems differentiating your product or service from your competitors'? Do you lose too often to the "status quo?" Make TRUST your difference.