Take two average business people with little-to-no selling skills, and the same amount of knowledge about the product, clients, and industry. Put them on locations where they frequent about the same amount of prospects. And let them sell XYZ for about a week.
On the first day, they both end selling next to nothing. They’re both disappointed when they return to the office and get the pep talk from the boss before heading home.
Employee Number One pretty much brushes everything off, thinking it was just a bad day. With the mindset of “luck not being on his side today”, he goes home and forgets completely about work. Because tomorrow luck will be on his side, and sales will go through the roof.
Employee Number Two takes a different approach and asks his superior for some tips on how to improve his selling skills – as he thinks his poor skill set is the reason behind the lackluster performance.
After getting the tips from the supervisor, he goes home and practices for an hour or so on his selling, before dedicating time to his family. Now he feels he’s better prepared to face the task at hand.
As the week rolls along, Employee Number One gets the same results all the way through, except for one day, where he made pretty good on his sales. And he constantly blamed his poor performance on bad luck and circumstances surrounding the location he was in.
Meanwhile, Employee Number Two kept asking for tips and acquiring more on how to be a better salesman. Thanks to this approach, Number Two was getting better and better at approaching his prospects. And as a result, he was able to constantly increase his sales volume.[Read more…]