MichaelFranzblau MD posted on November 15, 2009 14:43
As a psychiatrist, I have always been fascinated by salespeople and their insights into the human condition. Many have a keen ability to read people, to understand their motivations and to persuade them - the later being, of course, the main mission of a sales person. The proficient sales person has a non-academic ability to do what we in our profession strive to do - influence behavior.
Several Months ago, one of these sales professionals walked into my office to sell me phone and internet service. He was persistent but never made me feel uncomfortable. I was captivated, while at the same time interested in his thought process. He later told me he was “creating rapport,” and I realized that this “relationship” with me is something that he creates with all types of people on a daily basis.
Out of the blue he brought up non-verbal cues, and I found what he said very insightful. He told me he wouldn’t lie to me because I would be able to read his body language. He obviously changes his behavior depending on who he is in front of.
When he told me he was writing a book regarding sales people and how they can best survive in a “hostile and dangerous environment,” I was very interested and agreed to read the book.
I was surprised at the depth that Greg went into his world. As prospects and clients we only see a fraction of the sales process. I posted the following comments on his blog at:
http://www.worldsbestsalestrainer.com/"I enjoyed your book very much. It is clear, interesting, informative and enlightening. I would recommend it to people I know, even ones who are not in sales. I think your understanding of the mind and human interaction is excellent."
Greg writes in an “in your face” style, but somehow never crosses the line of being mean or hateful, although he does step close in almost every chapter. Every time I thought he was about to go over the line, he would reverse direction and explain his thoughts in a real and constructive way. This makes reading his eBook captivating and fun. Here is one of the insightful passages from the book that I found in the chapter “Hacks”.
This can create tension because the sales person often wants an answer so he or she can move on. The Techie does not want to get caught up in an ill-conceived plan that will take time away from their other duties. When this situation becomes untenable for the tech hack, he will not likely confront the sales rep head on. He will feel out-matched in verbal skills, and will use passive/aggressive tactics to defend himself. An example of this is not responding to phone calls or emails.
The author shows an acute awareness of his environment as well as knowledge of the human condition. This is just one insight of many that makes this a must read for anyone in the sales industry or for those who run a business. Even as a psychiatrist, I learned things that I can use in my business. I was also impressed by the writing style. In my profession there is always something new to read. I could not stop reading this eBook. I wondered how a sales person could communicate so well. After going on to the author’s website, I discovered he has a degree in journalism, which made sense. Combine his education and the 30 years plus Greg had spent in the field selling for a host of different companies, and it is not by chance that he has written a straight forward, hard hitting eBook that is probably going to become the industry standard on how to survive in the sub-culture of sales.