Are You Doing the Sales Walk of Shame?


I was in Subiaco just after 7am this morning where I'd just arrived to run a customer service excellence program for a client.

As I was getting my gear out of the car, I saw her... 

Picture me in my suit in an empty car park and its pretty cold maybe 10 degrees c 

At first when she walked past I didn't detect anything unusual and wasn't really paying much attention. 

Out of the corner of my eye... 

Dark hair in her mid 30's 

Walking with purpose in her step, fast...a little too fast...wearing heels and a singlet with her orange leather jacket slung over her arm. 

Hang on, I've seen this before she...she hasn't been home 

The walk of shame 

She nearly pulled it off too, it nearly slipped under my radar 

And hey...let's face it we've all done it at some point :) 

It got me thinking about another conversation I had with a client this week. 

He's been doing the same thing over and over again for a number of years and the result isn't changing - he's frustrated and feels stuck in what I call a commoditisation pattern. 

This happens when all you are perceived as is a sales person who is collecting a commission on a sale. 

And you know what? 

When things were booming and people were actually buying with out anyone actually having to really sell - this was fine. 

but not now. 

I am having an increasingly larger amount of sales people and business owners I am talking to who are doing the sales walk of shame. 

Metaphorically walking home all dressed up with their very best sales efforts every month but with a lingering sense of regret about repeatedly poor or stunted sales results. 

But it doesn't have to be like that - if you are selling a product that adds value and if you have expertise that your client can profit from having in his business, you need never be seen as a commodity. 

But unless you demonstrate it, articulate it and behave consistently with your own acknowledgment of it 

Your client will never get it - they will simply see you as interchangeable next to your competitor. 

You'll keep walking home in your best maxi dress with your hair everywhere, carrying your heels in your hand. 

What I know is this... 

the more ways you can create to demonstrate this value... 

- In the way you position yourself to clients 
- In the way your sales process is designed 
- In the language you use 

and in the way you package up your solution will be to the extent that you effectively eliminate your competitors. 

Take care of yourself and the ones you love

John Blake


John Blake has been in direct sales for the past 22 years. Over this time John has been a highly successful sales person, sales manager and business owner.

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