Well, if Rip was actually a sales representative back in 1987 and awoke from his slumber this year, what would he find? A changed organisation except, probably, the sales department. OK, Rip is now a salesperson rather than a salesman and is given a laptop (which serves a purely decorative purpose).

Rip is coached by his manager (who is so pushed for time that she can only spend a couple of hours every 2-3 months with Rip) in features and benefits, closed and open questions, objection handling and 365 different closing techniques.

Hopefully one day Rip will find one that actually works and can dispense with the other 364. Still Rip is lapping his training and coaching up. Armed with all of this information, Rip hits the road and makes his very first call. Too easy.

Except, in this call Rip has to face three decision makers - all with vastly differing needs and expectations. So what does Rip do? Simple, he follows the rote sales presentation formula!

• A ten minute PowerPoint presentation relating to his company (in 47 countries, with 87,422 employees), his product range (458 products with 82 variations, on average, each - that's 37,556 different sizes, shapes, performances).

• He details the support the prospects can expect if they buy Rip's products: 112 people in the call centre, 28 support desk staff, a total e.commerce suite and the prospects will get their own on-line multi-ordering configuration backed by the latest technology. Whew! Hard to get across in 10 minutes

• Then, a major presentation of the specific products
  Leading Change - Telling it Straight
  "We're not going to that stupid meeting! They'll just feed us more BS." That was the overwhelming sentiment at a recent workshop I conducted for a worldwide company doing around $8 billion is sales. It was one colossal problem they had on their hands.You see about a year ago now the folks from the parent company came in and surprised even the VPGM of this division with the news they were moving the operation to Europe. What you have to know is that this division is the core of the manufacturing business and has employees ranging in tenure from ten on the low side to thirty plus years with the company. It was a shock.What happened since the announcement was well, exactly, nothing. They hired a new staff overseas and
  her than a salesman and is given a laptop (which serves a purely decorative purpose).

  Rip is coached by his manager (who is so pushed for time that she can only spend a couple of hours every 2-3 months with Rip) in features and benefits, closed and open questions, objection handling and 365 different closing techniques.

  Hopefully one day Rip will find one that actually works and can dispense with the other 364. Still Rip is lapping his training and coaching up. Armed with all of this information, Rip hits the road and makes his very first call. Too easy.

  Except, in this call Rip has to face three decision makers - all with vastly differing needs and expectations. So what does Rip do? Simple, he follows the rote sales presentation formula!

  • A ten minute PowerPoint presentation relating to his company (in 47 countries, with 87,422 employees), his product range (458 products with 82 variations, on average, each - that's 37,556 different sizes, shapes, performances).

  • He details the support the prospects can expect if they buy Rip's products: 112 people in the call centre, 28 support desk staff, a total e.commerce suite and the prospects will get their own on-line multi-ordering configuration backed by the latest technology. Whew! Hard to get across in 10 minutes

  • Then, a major presentation of the specific product
    Do You Make These Ten Management Mistakes?
    As a busy executive, you face some extremely difficult challenges like creating and dominating new markets or finding and keeping the best people.  But then, like many executives, do you find yourself spending too much time solving everyday problems (that only you can solve, right?), which prevent you from growing your ideal business? Most managers find themselves spending 80% or more of their time “reacting” to business events and very little time in preventing those same events from occurring again.  If this sounds familiar then you may be making some of these management mistakes: 1. Do you have a compelling vision for your company, that projects a remarkable future, but few of your employees have heard of it or
    day Rip will find one that actually works and can dispense with the other 364. Still Rip is lapping his training and coaching up. Armed with all of this information, Rip hits the road and makes his very first call. Too easy.

    Except, in this call Rip has to face three decision makers - all with vastly differing needs and expectations. So what does Rip do? Simple, he follows the rote sales presentation formula!

    • A ten minute PowerPoint presentation relating to his company (in 47 countries, with 87,422 employees), his product range (458 products with 82 variations, on average, each - that's 37,556 different sizes, shapes, performances).

    • He details the support the prospects can expect if they buy Rip's products: 112 people in the call centre, 28 support desk staff, a total e.commerce suite and the prospects will get their own on-line multi-ordering configuration backed by the latest technology. Whew! Hard to get across in 10 minutes

    • Then, a major presentation of the specific product
      I Found A Way Out Of The Retail Rat Race And A Way To Make Big Money Part Time From Home!
      The Automobile business has changed forever. I was born and raised in the Car Business. My Family had been involved in the Business all their lives starting in the Used Car Business progressing to the New car Franchised Business. We built a great big new facility on the north side of town and had a lot of good years and some not so good years. My family sold the Business when things got pretty tough. The Economy started to get rocky interest rate went up to 18% we we're having a gas war and so on. After the sale of the business my Parents retired and I went on back to the Business working for someone else.Things started to turn around when the Government Administration changed and slowly the Car Business had some years of
      does Rip do? Simple, he follows the rote sales presentation formula!
      • A ten minute PowerPoint presentation relating to his company (in 47 countries, with 87,422 employees), his product range (458 products with 82 variations, on average, each - that's 37,556 different sizes, shapes, performances).

      • He details the support the prospects can expect if they buy Rip's products: 112 people in the call centre, 28 support desk staff, a total e.commerce suite and the prospects will get their own on-line multi-ordering configuration backed by the latest technology. Whew! Hard to get across in 10 minutes

      • Then, a major presentation of the specific product
        Opportunity Does Not Knock
        Q: I’m graduating this year with a degree in business and would like to start my own business rather than get a corporate job. I have a few business ideas, but none of them really gets me excited. Should I just put my business plans on hold and get a job until the right opportunity comes along? -- Carlton M.A: Congratulations on the impending degree, Carlton. Never having attended a higher institution of learning myself, I have great respect for anyone who can withstand four years of non-mandatory schooling and emerge with sheepskin in hand. I drove by a college once. It looked hard, so I kept going. I do have a pair of sheepskin boots, but I don’t think they ever helped me get a job. They do make me taller, but that’s an
        ort the prospects can expect if they buy Rip's products: 112 people in the call centre, 28 support desk staff, a total e.commerce suite and the prospects will get their own on-line multi-ordering configuration backed by the latest technology. Whew! Hard to get across in 10 minutes

      • Then, a major presentation of the specific products the customer stated they were interested in, when they rang the call centre. This presentation is supported by 12 brochures (all in full colour), another PowerPoint presentation which highlights product features and functions - great reinforcement for what is already written in those 12 brochures! Rip also has some samples which he gives to each of the three decision makers.

      I could go on ... and on. In the last 20 years, selling has not changed sufficiently to meet the needs of customers. Unless today's sales executive is adding value and bringing innovation to, and gaining RESULTS for, their customers what do you need a sales team for? Hire a bunch of telephone 'vendors' who can sit at a console and process orders. Save a pile of money!

      Most decision makers, no matter how long you/your people have been dealing with them, are thinking:

      • What's in it for me? My Company?

      • What will I gain from doing business with you?

      • Will I save (money/time) by doing business with you?

      • What risks am I taking?

      • Will your solutions meet my needs? Solve my problems?

      Here are nine key points, designed to bring 'Rip van Winkles' in your sales team right up-to-date!

      1. Understand and work within the Customer's Buying Processes, NOT your s