You’ll teach others bad habits

[rifat28dddd]

Like many of you, I’m often on the receiving end of horribly generic sales outreach tactics. Tactics that showcase no level of homework, customization or even the slightest shred of research into my business. Anger-inducing tactics that most people would ignore. However, from time to time rather than ignoring them I respond by providing some coaching or guidance to help the rep improve. Believe me, I don’t do that because I have copious amounts of discretionary time on my hands. I do it because if I don’t they’ll continue to use the tactic and even worse, pass it along to others! (In my book Sell The Way You Buy, I refer to these as “Cobra Kai” tactics)

Unfortunately, this is how much of the sales profession is taught and learned. Again, sellers who use these tactics aren’t bad people. They simply never asked why. Amazingly, in most instances the rep responds and acknowledges the poor behavior, citing a manager or process that compelled them to act that way. Just following orders. But these incidents are not isolated.

Having worked in and with many sales teams, I have israel telegram data found salespeople are often conflicted about the tactics they’re asked to carry out. Young sellers in particular. Students of sales, eager to learn and reap all the amazing rewards of this great profession. They see the tide changing but feel it may not be their place to ask why and question their tactics. But they must! If they don’t they are doomed to teach others the same and propagate negative behaviors that make it harder for all future sellers to succeed.



Sales is an incredible profession filled with endless rewards and gratification for those who do it successfully. While that success is no doubt due to those who are able to strike the right balance of science and art, those who will not only rise to the top of our profession but elevate it, will transcend both art and science and instead focus on the why.Have you ever walked into a retail store and been immediately greeted by an eager employee who confronts you with, “Welcome! Is there something I can help you find?!?”

We all have.

But I’m willing to bet you didn’t run over, hug that person, and say “Oh my goodness! Thank you so much for offering. Yes! I’d love your help.”