The Sales Law of 6's & 9's

Posted by Jack Derby, Head Coach on Fri, Aug 05, 2011

Sales SuccessA very tough day yesterday.  As if we didn’t have enough problems trying to sell stuff in The Dog Days of Summer, as I was driving to four different sales meetings yesterday, I kept listening to the news on Bloomberg.  I found that I literally had to take 10 minutes by myself before I walked into every account, using all of my Psyche Up Skills, to keep my head focused in the right place as the day wore on, and the market kept plummeting. 

Over the last four weeks, coincidentally I’ve had the opportunity to speak at a number of sales meeting about “Thinking Differently” because I’ve sensed, felt and, most importantly, just listened to the opinions from the senior managers at our customers that the second half of this year is going to be much more difficult than the first, and it all has to do with the uncertainty of what’s out there on the economic front.  My guess is that what happened yesterday was the Street’s response to that growing uncertainty.

All of which pushes me to think differently than ever before about how I can enable the sales managers I come into contact with to think much more stringently about how they hire salespeople and adjust their vocabulary from “good enough”, which last I looked was the equivalent of a B-, to being able to hire the “A's”, and the "AA's".

Continuing on our recent blog theme of a few “Laws of Sales” and the post earlier this week on “The Law of 3,000”, I’d welcome your comments on our ideas about the “Sales Law of 6’s & 9’s , and would also like to hear your thoughts on your own Sales Laws that have become best practices for you.

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Good Selling a very good weekend.

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