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REMEMBER: If you know anything about the Bible you know that it all started going downhill shortly after Adam and Eve got together. And shortly after all that “begetting” stuff started rolling that led to ‘Cain’ coming on board, things became (and continued for thousands of years) a little more challenging for the rest of the world!
In sales, and especially in TS land where proper training has always been lacking (going back some 40 + years), the problem has and continues to be that most reps have been trained by their manager, who previously was trained by their manager and that manager who was trained by his/her manager and if you trace it back long enough you’ll wind up in a era when there was no shortage of Cain types ‘training’ everyone.
As such, today you may have (e.g.) 12 years of “experience” but in truth, often that just means repeating something learned/taught that first year that has now been repeated over the following 11 years and although some of those selling techniques worked they are likely antiquated (at best).
Today, it is the savvy TS Pro who knows that there is a significant percentage of sales guests (and especially TS owners) who get ‘turned-off’ the moment they see the ‘same-old-same-old’ process. As such, the Pros constantly hone their selling and closing skills to meet the selling challenges of the era and by doing so they will continue laughing all the way to the bank.
TODAY’S VIDEO: Finian’s Rainbow (Broadway rehearsal) – The Begat Song
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