Paradigms and Rapid Sales Success

The words paradigm shift are used to describe a change in basic assumptions. It is contrasted to the word "normal". All sales training should closely examine this concept.

Example: It is normal just to get an appointment, go and make a standard presentation, like we all learned in our initial sales training, and let things either work out or not.

So what?  So there are paradigms and anomalies.  Why should I care? The only reason I can think of is closing ratios above 50%.

In the shift from sales person to sales consultant there are paradigms presented, and a sort of revolution occurs when experts in sales consultancy encounter anomalies -- a deviation from normal -- which cannot be explained by the universally accepted basic assumption - what is normal.

There are anomalies for all paradigms that are brushed away as acceptable levels of error or simply ignored and not dealt with. Anomalies are baby paradigm shifts waiting to be born.

When enough significant anomalies have accrued against a current paradigm (the norm), the  discipline, where the anomalies occur is thrown into a state of confusion. During this confusion crisis, new ideas, perhaps ones previously discarded, are tried. Eventually a new paradigm is formed, which gains its own new followers, and an intellectual "battle" takes place between the followers of the new paradigm and the hold-outs of the old paradigm.

Anomalies & Paradigms to most of us are actually invisible. 

When top sales people's successful actions were studied, the same anomalies kept coming up from successful person to successful person.  Suddenly, amongst top performers at least, what I looked at as an anomaly, was their normal. They had already created a new paradigm.

Rapid Sales Success is a collection of these new and successful "norms".  I would expect that 20% of the people that read this to not only get it, but be surprised that everyone does not know this.  The 80/20 Rule.

Interestingly, as manuscript copies of the book went out for review and appraisal, the successful peak performers just replied , "yeah, that is what I do."  Others were very critical, and yet others never answered at all. Just another book. 
 

Below is a list of anomalies that when compared to normal are a new paradigm. These are actions that successful people are using daily, as part of their professional selling skills.

1. Sales consultancy is a repetitive exercise in applied sales psychology.

2. Sympathy has what could be called a point of actual agreement and rapport with feelings, whereas with empathy you are able to remain apart from and objective, as the solver of problems. For our purposes therefore, empathy is good and sympathy is bad in a sales consultant call.

3. Undefined words or acronyms will have the effect that your prospect will get bored, sleepy, defensive, antagonistic and/or withdrawn. It is a symptom of thought-software shutting down. Define words and acronyms verbally, as you go along, when with a prospect, or just don't use them.   Using undefined words in sales consultant calls is 100% counter-productive.  We need the prospects awake.

4. The discovery here is that the Pareto analysis has been fixated on deficiency until now.  It has been established by myriad sources that we create in reality, what we have our focus on.  Focusing on deficiencies is not the answer. If done, the solution will become the problem. We will get more confusion. If one keeps introducing order, confusion will subside. Do not chase or attempt to handle the confusion, as you will end up with more confusion.

6. The proper order, as in step one, two, three, creates the order of importance.  Every cook knows that the recipe must be followed exactly and in the proper order. You need the right items and the right order to be on top of the sales paradigm.

7. Value-added selling?  (New Definition) It is selling according to the prospect’s perceived needs (see: wants, as perceived needs are "wants"). This IS what they value.  The rule is, "sell them what they “want”  — deliver what they want and need.”

8. Mind Maps help keep the balance between mental significance and the palpable world. No balance equals no sale. Beware of interjecting too much significance.

9. Why do the Rapid Recall System from the book? To remind the prospect that things go wrong and it hurts and then to show them through the process, that we could have prevented it, or lessened the damage.

The Rapid Recall Systems gets the prospect into the present with no baggage from past upsetting or stressful experiences.

Thanks to Thomas Kuhn in his influential book The Structure of Scientific Revolutions (1962)




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jc@rapidsalessuccess.com
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