DON’T BE A
“YEAH-BUT”
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
What was the last thing you changed about the way you sell? Most Sellers have to think very hard and long to honestly answer that one. I’ve found that folks change only when forced to – and, that’s a shame.
Most Sellers with whom I work don’t want to be in the training room. There are a million reasons to be negative about Sales Training and I’ve heard my fair share over the past 17 years. Lots of Sellers come down with the “training flu” at curious times. Believe me, it’s not hard to identify the “dark clouds” dressed as Sellers.
Why do people get “stuck?” Why do we figure that “we know it all?” Why all the push-back? What’s the down-side? What can we gain by at least considering change? People get weird when confronted by change. And, very suspicious.
If someone asked why you sell in a particular way and your response is, “because I always do it that way,” you may be a candidate for a brand-new mirror. Take a look and ask yourself , “how much better can I be and how much real work will it take to get there?
Now, about being a “yeah-but.” These are folks who agree with you… but, really don’t. Their intent is merely to shine you on and then go into defensive mode about what they think and do. Everything they say preceding the conjunction, “BUT,” is thrown out the window – it doesn’t count and is neither respected nor considered. What follows the BUT is really what they mean. At the very least, these folks could say “yeah…AND…” This shows a modicum of respect for the other person’s opinion and may lead to real consideration of an alternative way to do things.
I think people need to consider what they normally don’t. It takes tremendous effort but the results can be amazing. Perhaps it proves that your methodology is sound and makes sense. Or, that you gotta do something different – right now. We learn about life and ourselves by simply considering alternatives.
Go ahead and make a commitment to make a change this week – no, today – about the way you sell. After all, what are the odds that no matter what you’re doing, it’s the best it can be done?
What do you think?
Good Selling to you!
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