Very helpful. Thanks Dave. Saludos
Great example. No political correctness. Straight to core of the problem. Thank you
Excellent example. Thanks for the succinct delivery. I'll use this.
That was a great example. The sad thing was that you three examples were really powerful and a great way to have the money talk without a direct confrontation. I thought it was awesome.
But, as you said (kinda) there are none so blind as those that refuse to see!
Good way to describe and help to improve those doubting Thomas sales people that are willing to go the extra mile in their learning. The issue is not everyone is trainable and coachable.
Good example, I would expect this sales person had high need for approval along with the money weakness.
As you also suggested, it is important in every training session to mention that what we teach won't always work but will always work better than what they are currently doing.
I'm not so sure about the need for approval. Read my follow up article where I explained that relative to what did and didn't happen. http://www.omghub.com/salesdevelopmentblog/salespersons-terrible-reaction-part-2
Really interesting that you have identified that we think everyone else thinks like us. This is a trap that in someways, but it can also be strength as it helps us gain empathy with the client, so long as it doesn't impede our thought processes as per your example.