Sales LP

The speaker emphasizes the importance of understanding the challenges salespeople face. They mention that most of the time, people don't admit when a sales call doesn't go well. The speaker suggests creating a learning project where salespeople share their specific objections and experiences. This project will help gain insight into the real-world challenges they face and improve coaching sessions. Craft the project carefully for effective results. If you've been accessing some of our other audio lessons, certainly this is going to be repetitive. I cannot stress this enough when it comes to sales. I'm going to make a comment that can come up very derogatory towards salespeople. I have a function of sales. This is not about salespeople, yet it's about what they go through. Most of the time, 99.9 percent of the time, people are not going to come back from a sales call and say, yeah, we're not going to get that deal. I really interrupted a lot. I asked all closed-ended questions, and I cannot negotiate, just so you know. Now, again, I bet you're laughing, but the fact of the matter is, most of the time, people are not going to do that. So the learning project is, when you meet with customers, come in and tell me what objections you specifically experienced. What did you do? What went well? What was challenging? Things like that. Now, you can apply it to inside, outside sales, to objections, to negotiation. Ask for the positive, give me an experience of where it went well, and maybe one where it was arduous or tough, and tie it to a specific area. When you do that, it positions you to have insight to what's going on in their real world. The purpose of a learning project is to tie your coaching sessions together, and then number two, have visibility to what they're actually experiencing between your coaching sessions. That's why you want to craft your learning project, especially with sales, very carefully.