"What the hell do my sales guys do all day!?"

Business owner, Adam...

"I don't know what they do all day! I walk around the office, and there's hardly any activity, just the sound of keyboards tapping. It drives me nuts! Why can't they just pick up the phone? Things have changed since I started out in business."

Me:

"Have you asked them why they hide behind their screens & don't just speak to people?"

Adam:

"Well I allude to it in sales meetings but nothing seems to change. And they're adults, so it's not my job to mollie coddle them. They do just about enough to keep their jobs...but aside from one guy no one's setting the world on fire."

Me:

"When you do hear them on the phone, how do they sound?"

Adam:

"If I'm to be completely honest, not great. They seem too nice, and I can hear them getting pushed around a bit."

Me:

"Why do you think that is?"

Adam:

"Lack of confidence I think. I just need to get them fired them up a bit but nothing I do seems to work!

But you seem to know what you're doing, so let's get this sales training booked in."

A few months later...

Adam:

"I don't know what you did with them Scott, but it's like managing a completely different set of people. They're just so focused & driven now. They sound in control & sharp. And the thing is, they genuinely seem to be enjoying it out there. It's like a new lease of life across the floor. So thank you."

Me:

"My pleasure - it's what you brought me in for after all."

Adam:

"Yeah and I'm so glad I did. Just out of interest though - what is it you do that the other trainers we've had in before didn't? They've fundamentally shifted."

Me:

"I don't see myself so much as a sales trainer, but more of a business therapist, or a change management consultant.

My role is to transform behaviour, not to simply give salespeople some tips & tricks.

That would be to treat the symptoms - not the cause.

You wouldn't put a sticky plaster on a gaping wound & expect it just to heal overnight. You need to treat it properly.

My sole objective is to help salespeople understand 'why' they do what they do. How they feel about themselves, their role, what are their beliefs? Then empower them to shift to a different set of choices & behaviours, that serve them.

Treating every human interaction like a game of chess, so every situation is unique but also predictable.

Or like an acting scene. You start tuning into your own thoughts, you begin reading people better & it becomes really interesting, as you're much more conscious of the human condition.

The results you get are a direct reflection of your behaviour. By approaching sales in a considered, intelligent way, where your results multiply...is the by-product of that.

And if that all sounds quite heavy, I make it fun & engaging!

I can't 'tell' anyone anything & expect them to change. But I can guide them to a different way of thinking by pointing out clues in their path, for them to then discover it for themselves.

That's how people really change.