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Unfortunately, our brave new world has made these old ideas very wrong. Seth Godin talks about Interruption Marketing versus Permission Marketing. Working on these things is the equivalent of the man in the story blaming his failure on the suit, changing into a new suit, then going to a different singles bar to do it all over again. With the business world in its present state, I really don't see how salespeople can afford to keep fooling away their time on old ideas that were once right but are now fatally wrong. As Napoleon Hill put it so well, 'Whenever a nation, a business institution, or an individual ceases to change and settles into a rut of routine habits, some mysterious power enters and smashes the setup, breaks up the old habits, and lays the foundation for new and better habits.' If you're not achieving the sales success you desire, perhaps it is time for you to lay the foundation for new and better habits.
Article: Our world of selling is narrow-spirited off from other areas of office that continue to seize and embrace new, efficient ideas. I was reminded of this recently while re- reading Seth Godin's 'Permission Marketing.' Here's a book that was intended for career building owners and marketing executives, yet it provides a much-needed dose of unvarnished sense that would be of great sake to sales organizations, especially sales managers, who continue to grapple to very old, and, in their minds, very right, ideas. Unfortunately, our sabotage new world has made these old ideas very wrong. Seth Godin talks in re Interruption Marketing versus Permission Marketing. Interruption Marketing is traditional proclamation that interrupts your day in an fall to to get your amenity and sell you something. In other words, it is the marketing equivalent of Cold Calling. Permission Marketing is systematically getting prospects to give you permission to present to them. In other words, it is marketing's equivalent of what I teach salespeople to do. In the book, Seth uses the metaphor of someone trying to get married to describe the flaw in Interruption Marketing, or Cold Calling. The goes into a singles bar and asks every woman in the place to marry him. When they all say no, he blames his clothes, buys a new suit, and tries and also at more bar, only to fail and so and again, just like a cold caller. Are you getting the point he tries to make in that story? Think around it. A salesperson spends weeks cold game with dismal results. The salesperson goes to the sales manager for view on what to do differently to start getting results. A conversation ensues close about what the salesperson is doing. A lot of old ideas lead off to surface. Ideas such as 'Initial do the trick Statement,' 'Elevator Speech,' and other concepts that once upon a time were the right answers, but have since come of very wrong answers. Working on these things is the equivalent of the man in the story blaming his failure on the suit, unsettled into a new suit, then going to a different singles bar to do it all over again. With the commitment world in its present state, I really don't see how salespeople can issue to keep fooling away their time on old ideas that were once right but are now fatally wrong. It is this very feature of capitalistic system that is causing salespeople, managers and organizations to fail in record numbers. free trade is essentially 'creative destruction.' In other words, free economy is a perpetual cycle of destroying old, less-efficient businesses and ideas and replacing them with new, more efficient ones. People and companies are adhesion to old, obsolete ideas and are object dragged down to failure by them. Yet they still won't let go. I think the reason they can't let go is simply now it wasn't all that long ago that they really did have the right answers. It reminds me of a story I once heard only a step Albert Einstein when he was a professor. One of his student assistants who was preparing for an incoming file said, 'Professor Einstein, what test are we giving them?' To which Einstein replied, 'The same test we gave them last week.' Bewildered, the student servant replied, 'But Professor Einstein, we still gave that test.' Einstein simply said, 'Yes, but the answers are different this week.' The bucket line is that the answers are different. The rules have changed. Time is running out for those who do not follow to the new rules. As doubloon Hill put it so well, 'Whenever a nation, a number institution, or an individual ceases to specialize and settles into a rut of routine habits, some mysterious power enters and smashes the setup, breaks up the old habits, and lays the foundation for new and reconstruct habits.' If you're not achieving the sales success you desire, perhaps it is time for you to lay the foundation for new and redesign habits.
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