Phyllis:
Just hearing so many problems or objections that you
have to have answers for. I could never plan for all
of those.
Coach:
Sure you could. All of the problems expressed today by the
sales team dealt with two basic areas: existing product
pricing and dealer service issues. The key to solving those
problems is knowing why prices are the way they are and
what programs are in place, or coming, to maintain
quality service — and how we compare with
the competition.
Phyllis:
Oh, is that all!
Coach:
It may sound like a lot, but you’ll have all the research
you need to know those things very well, and well in
advance. Plus, I’m confident that you can do it at least as
well ... maybe better.
Phyllis:
I don’t know. Some of those guys were pretty irritated —
and they’ve been around a long time.
Coach:
True. I’ve just learned not to take personally anything said
in those meetings, and not to feel as if I have to leave with
everyone liking me.
Phyllis:
They seemed to respect you.
Coach:
If they do, it’s because I know they need to hear the truth
— even when it’s not what they want to hear. I just stick to
the truth. Sometimes it’s good news, sometimes it’s not.
But my mother always told me, “Never alter the truth to
make short-term friends, and you’ll never have long-term
enemies.” It’s a good thing to remember in sales meetings.Coaching, Mentoring and Managing4