When there is stress in someone's life, says Seth Godin, they gravitate to what's "regular" in their world. The familiar. The bland.
In sales, I think that means doing things the same old "regular" way that they their boss did it, and their boss' boss did it, and so on.
Cold calling. Telemarketing. Buying expensive ads. Selling hard. Looking like selling robots in coats and ties. All the good old stand-bys that don't work all that well in today's selling world.
Why? I think that under the stress of quotas, under the stress of dealing with customers, and under the stress of peer pressure from their fellow sales reps, most of the people in sales today conform to what they think is the way that they should sell, which is mostly stereotypical and outdated.
But it sure is easier than listening to the advice of brilliant business and sales thinkers like Godin, Gitomore and others. It's easier...but is it more profitable?
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