Comments on: Brock on Shock and Provocation http://thesalesblog.com/2009/08/brock-on-shock-and-provocation/ The Sales Blog Tue, 07 Feb 2012 23:02:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Michael Lovas http://thesalesblog.com/2009/08/brock-on-shock-and-provocation/comment-page-1/#comment-23 Michael Lovas Thu, 03 Sep 2009 01:14:28 +0000 http://thesalesblog.com/?p=231#comment-23 The credibility question in my response is the first obstacle I need to overcome. So, please give me a few seconds to demonstrate it. I'm highly trained in psychology - the specific psychology of what people respond to, why they buy (anything) and what the seller has to do to convince that prospect to give his/her solution a try. How is that different from what I see in the professional world? Vastly different. I have met only a small handful of sales people who have any understanding of that psychology or how to use it. I've met only a slightly larger handful of sales coaches/trainers who understand it. The fact is, any prospect can be read (on the fly) quickly and accurately - within mere seconds. I teach my clients how to read a prospect's personality type, values and communication style before they finish shaking hands with their prospect! Within a short conversation they can verify those elements, and also learn how that person makes decisions. This is basic for people trained and experienced in this aspect of psychology. But most of the sales people I have met and/or observed are more interested in selling techniques than how to truly understand another human being. That statement is based on my 20 years of experience coaching/training insurance agents and financial advisors - all people who make their living making sales. Perhaps we can delve deeper into this - how to read the prospect in order to understand his psychology, thus being able to provide the highest level of help to him/her. Eh? After all, it's not about the technique, it's about the people. Michael Lovas michael@aboutpeople.com The credibility question in my response is the first obstacle I need to overcome. So, please give me a few seconds to demonstrate it.

I’m highly trained in psychology – the specific psychology of what people respond to, why they buy (anything) and what the seller has to do to convince that prospect to give his/her solution a try.

How is that different from what I see in the professional world? Vastly different. I have met only a small handful of sales people who have any understanding of that psychology or how to use it. I’ve met only a slightly larger handful of sales coaches/trainers who understand it.

The fact is, any prospect can be read (on the fly) quickly and accurately – within mere seconds. I teach my clients how to read a prospect’s personality type, values and communication style before they finish shaking hands with their prospect! Within a short conversation they can verify those elements, and also learn how that person makes decisions.

This is basic for people trained and experienced in this aspect of psychology. But most of the sales people I have met and/or observed are more interested in selling techniques than how to truly understand another human being.

That statement is based on my 20 years of experience coaching/training insurance agents and financial advisors – all people who make their living making sales.

Perhaps we can delve deeper into this – how to read the prospect in order to understand his psychology, thus being able to provide the highest level of help to him/her. Eh? After all, it’s not about the technique, it’s about the people.

Michael Lovas
michael@aboutpeople.com

]]> By: Deanna Spear http://thesalesblog.com/2009/08/brock-on-shock-and-provocation/comment-page-1/#comment-17 Deanna Spear Tue, 25 Aug 2009 22:20:36 +0000 http://thesalesblog.com/?p=231#comment-17 Whether it comes down to style or methodology, what I find interesting is that both the proposed provocation technique and the maligned solution selling method require a real depth of customer knowledge. Although the way each seller uses and positions that understanding is different--either to solve customer pains or to pointedly move the customer in a different direction--that's where the meat of the conversation is. In order to effectively apply this "scare tactic," the seller must really understand who the buyer is because a misreading could lead to a suggestion by the seller that is completely off-base. With a sales enablement platform in place that provides sellers with tribal knowledge, such as success stories and competitive intel, a sales person can walk into that conversation armed with the most relevant information. Whether it comes down to style or methodology, what I find interesting is that both the proposed provocation technique and the maligned solution selling method require a real depth of customer knowledge. Although the way each seller uses and positions that understanding is different–either to solve customer pains or to pointedly move the customer in a different direction–that’s where the meat of the conversation is. In order to effectively apply this “scare tactic,” the seller must really understand who the buyer is because a misreading could lead to a suggestion by the seller that is completely off-base. With a sales enablement platform in place that provides sellers with tribal knowledge, such as success stories and competitive intel, a sales person can walk into that conversation armed with the most relevant information.

]]> By: Dave Brock http://thesalesblog.com/2009/08/brock-on-shock-and-provocation/comment-page-1/#comment-15 Dave Brock Tue, 25 Aug 2009 01:39:01 +0000 http://thesalesblog.com/?p=231#comment-15 I enoyed your comments on the article and think you honed in on the most critical elements of the issue. Regardless of whose methodology, sales process, or gimmick du jour, the sales professional's job is to help their customers identify new opportunities for growth and improve their businesses. As long as the sales person focuses on this and continues to engage their customers in healthy conversations about this, they will create great value for their customers and business for their own companies. I'm flattered you took notice of my article. Regards, Dave I enoyed your comments on the article and think you honed in on the most critical elements of the issue. Regardless of whose methodology, sales process, or gimmick du jour, the sales professional’s job is to help their customers identify new opportunities for growth and improve their businesses.

As long as the sales person focuses on this and continues to engage their customers in healthy conversations about this, they will create great value for their customers and business for their own companies.

I’m flattered you took notice of my article. Regards, Dave

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