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Wake Up and Sell

by Theresa Gale and Mary Anne Wampler

81 pages; quality trade paperback (softcover); catalogue #04-1411; ISBN 1-4120-3583-X; US$14.00, C$18.00, EUR11.70, £8.11

What gets in the way of exceeding your selling goals? Where do you get stuck? Finally answers to these questions can be found in Wake Up and Sell Get ready to shatter old beliefs, develop new behaviors and catapult your sales to new levels of success.

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About the Book      About the Author      Excerpt      Catalogue Information

About the Book

When is it that you get stuck?

Is it your on-going inability to muster up the confidence you need to make a cold call? Is it the frequent waste of business hours because you haven't properly planned your work day? Are you constantly late because you over schedule yourself? Do you consistently have difficulty dealing with "certain types" of people? Do you repeatedly catch yourself making promises that you know you cannot fulfill?

The fact of the matter is, with rare exception, we all get stuck. Regardless of our success in sales, we all have consistent patterns of behavior that limit our potential. Yet, despite our awareness of a particular behavioral situation, and the logic we apply (hundreds of times) we cannot seem to overcome it. Why? -- Because our behaviors are not tied to logic, but the core motivations that are all but an indelible part of our personalities.

Theresa Gale and Mary Anne Wampler, founders of Transform, Inc., call upon their 30 years of consulting sales training to help you overcome your motivational and behavioral blind spots that will allow you to Wake Up And Sell.

Wake Up And Sell is based on the Enneagram, a dynamic personality profiling system that explores nine distinct patterns of motivational behavior. Specifically, you'll learn what keeps you from realizing greater success and what causes your relationships to flourish or flounder. Unlike other personality systems that merely label your "type" and provide little guidance on how to change, the Enneagram provides you with a prescriptive path that allows you to consistently and permanently change your behavior. Wake Up And Sell offers strategies that will improve your sales results, client relationships, sales effectiveness, communications, time management, conflict resolution, negotiation skills, and stress management.

Bid farewell to those previously unidentifiable futile behaviors that have kept you from the success you desire. Read this book and Wake Up And Sell. You'll be amazed!

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About the Author

Theresa Gale draws on over 15 years as an organizational consultant, trainer and business owner. Having to sell to build a successful organization, she networks her way to success and is adept at building long-term relationships. Her real talent is in helping organizations build the 'internal' systems necessary to support exceptional client experiences and the training programs that develop 'client-centered' employees. Prior to starting Transform, Inc., Theresa worked as a business consultant and prior to that was the Director of Operations and Administration for a family-owned service operation with revenues of over $22 million, 225 employees and 6 regional offices on the East Coast.

Mary Anne Wampler has 25+ years in sales and over 10 years in training sales professionals and sales managers. She brings a real world approach to achieving success in sales, business and life. Prior to creating Transform, Inc. she created personal and team success as an advertising sales executive and as a manager of a $3 million dollar temporary service firm. Prior to that she was Advertising Director and started two additional community newspapers with a combined circulation of 90,000. Equipped with a broad range of expertise and skills, Mary Anne gets to the real issues, challenges people and organizations to change, and creates a nurturing environment to allow the change to occur.

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Excerpt

Introduction

There are thousands of books on the market that teach people how to sell, but few address the inner state of a sales person as he attempts to execute the tactics and strategies taught by the experts. We wonder what goes on inside the sales person as he attempts to make a cold call for the first time; or, pulls up to the guarded entrance of a Fortune 100 company and presses to meet with the facilities manager even though she doesn't have an appointment; or, stops a colleague, in the midst of a presentation to a board of directors, because the colleague has gone way off the agenda; or, finally, asks for a decision when the decision maker wants to 'think it over.'

Sales people must be at the top of their game when in front of a prospect or client and yet, all too often, they are on automatic and operating out of habitual patterns that are often unconscious. These habitual patterns of behavior may or may not support success in the moment of engagement with a client or prospect. Let's look at an example of how this works. A sales person, named Peter, is getting ready for an appointment with a qualified prospect with whom he doesn't know. Just before the appointment, Peter's sales manager tells him that he has to find out the budget that is set aside for the project they are discussing. Peter has run into problems before by avoiding conver sations about budget. Internally, everything inside Peter says "There is no way I can do this - it feels impolite to talk about money at the first appointment. I don't even have a relationship with him yet. I know I should do it but I've tried to do it before and I just can't get myself to talk about money. I just don't understand why we can't just write the proposal. By that time I'll have a stronger, better relationship and we can work out pricing issues then." Peter believes this to be true even though he has lost several big deals because his prospects are shocked when they see the final numbers.

What's going on here? Peter likes to focus on building a strong relationship, sometimes too strong, before talking about money. He believes that people have to like him to buy from him so asking about money too soon will turn people off. So here he is, the internal chatter is resisting but the external reality is that he can not walk out of the appointment without the information his sales manager wants. How do you think he 'shows up' in that sales call? Where is his attention? What non-verbal signals is he sending during the sales call? If building a relationship is where his attention habitually goes during sales calls, how can he do it successfully when he knows he must go out of his comfort zone and at some point, from his point of view, break rapport to ask about the budget?

Some seasoned sales person might say 'just get over it and ask about the budget' or 'what a wimp, he's not gonna cut it in sales.' But what we know is that Peter has a great track record and is a very successful sales rep. He hits quotas, his customers keep coming back and they refer others to him and he rarely has complaints. Why? Because he is so astute at building strong relationships that his clients do like him and trust him explicitly. So what's the problem? Besides his sales manager's concerns that Peter may lose the deal, the challenge Peter faces personally is that he is working 12-hour days and it takes him at least three appointments to close a sale when other reps are closing in one or two. His sales manager believes that if he can just speed up the sales process by asking some key questions in the first appointment, he'll get to the close sooner and not burn out because of the hours he is working.

Our experience in working with sales professionals over 15 years tells us that changing behavior is not about 'just doing different behavior.' If that were so, we wouldn't have people living with addictions, bad habits or destructive behaviors. Changing behavior starts with a personal journey inward to uncover one's core motivation and the internal thoughts, habits and emotions that support and hinder selling success. Once an individual understands these patterns and 'why he does what he does', he/she has a chance at making a choice as to whether to continue the old patterns and behaviors or to chose a new way - one that supports success. While we all have many behaviors and beliefs that support us, uncovering those that don't in the moment and then choosing a more supportive approach is what we refer to as 'waking up.'

How can we 'wake up' and choose behaviors that support our selling success? The Enneagram, a powerful and insightful system, provides insight into core motivation and offers a prescriptive path for individuals who want to change non-supportive behaviors. We have used many assessments, profiles and developmental tools over the years, and have found that the Enneagram system is unparalleled in its ability to get at the core issues that hinder personal and professional success. Used in sales, it offers even the most successful sales professional strategies that increase productivity, improve results and build strong and lasting relationships with clients.

Chapter Two provides an overview of the Enneagram system and its concepts. In Chapter Three, we've provided a short 'quiz' that helps you begin identifying your Enneagram style and in Chapter Four we offer additional tips for discovering your style. Chapter Five describes each Enneagram style, how the style supports or hinders sales success, and specific strategies for 'waking up' and unleashing greater selling success. We've included a 'Wake-Up Challenge' at the end of each style for those who seek to raise their self observation to the next level and bring about 'real' change in their lives. Chapter Six offers 'next steps' for ongoing growth and development now that you know your style and what gets in the way of achieving the results you want.

We know from years of our own personal journey and our consulting experience, that the journey inward is the only path that guarantees personal and professional success. We encourage you to embrace this inner journey for we guarantee that you will reap a multitude of rewards along the way!

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Catalogue Information

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