No sales model can fix your values!
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Don't you think it's strange? During all my training received as a sales professional, not once did anyone teach me anything about ethics or morals, about being honest and true. Maybe I should be led to believe it was always assumed that I am?
I've known so many sales people with inconsistent behavior - I've witnessed so many sad stories of colleagues that made budgets and won battles but lost the war. Too many do not know why and how one should apply basic principles to build long lasting results.
I've always been puzzled by the fact that sales models, programs and blueprints never could "fix" a person's value system. Whereas to me, every new theory and model reinforces the relevance of integrity, some of my peers seem to be more focused on discovering "how to more effectively trick others into another purchasing trap". Maybe that's putting it a little too bluntly, but the underlying concept is the same - "how to make others do what you want them to do".
Wouldn't it be great with a new pair of "sales spectacles" that gives every sales model a healthy perspective in the mind of a sales person? Well, I've worked at it for 7 years now, and do you know what I find? Ground breaking principles and discoveries, but most of all more questions, fewer answers and to make it worse - a stronger desire than ever to figure it out ;-) Help me, would you?
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