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Description

\Most people feel compelled to do and say as the “group” says. From an early age they are indoctrinated and threatened with ostracism or worse. If only 1 in 100 reps makes it to the Top 1% guess what the rep, did. Th reps had to swim against the tide and think independently. The road is typically log and lonely. The rep is constantly wondering if they should succumb to peer pressure and go along to get along. The easy way ends up the hard way as the rep’s enthusiasm and happiness wanes knowing that they sold out for no good reason.

Transcription

Okay, let’s talk about how reps learn sales. There is not one college in this country with a major in sales. And if there was, it would probably be idiotic. So basically, sales is kind of like an on the job training. If you’re a first job, they hire you, they put you on the floor, and they say, you know, talk to Bob if you have any questions.

Bob might have only been there last month for all you know. Okay, every sales rep thinks they’re a master sales rep, that they’re a big time closer. And to prove it, they make air come out of their mouth, which is about the extent of their ability. There are no viable training methods, books, classes are all full of crap, they’re nonsense.

So basically, the new rep watches Bob, Bob says something idiotic, and guess what the rest is? He says something idiotic. He follows Bob right off a cliff, okay? Does this sound like a good system to you? But this is what sales is all about. Somehow, some of the reps figure it out enough to make some deals.

And maybe they stay with it. But most quit. Sales has the highest attrition rate of any career, if you want to call it that. Just, they throw them out there, sink or swim, make a sale or quit. You know? Get them to sign on the line that is dotted. That’s a Glen Ross quote. It’s just, it’s ridiculous. Okay, what you have with Sales Bounce is an alternative.

It’s a systematic approach. It doesn’t require any magic or personality or positive attitude. You’re not asked to follow someone else’s idiotic moves. You simply are going to learn step by step. And rational, how it works, and how you can walk through the process to get the deals, you know. And the deals involve, you know, a couple of elements.

Number one, you have to make the calls, and number two, you have to follow the process, and at the end, you have to close for a decision, not a yes or a no, that’s not your business. But get decisions. If you walk away without a decision, you’re a guaranteed loser. I hope this clarifies things for you, and I’ll see you in the next video.