How effective is the "Ivory Tower?"

As I interview for opportunities in a world where 50 somethings are often considered too dumb to turn the computer on, too old to rely on their once vibrant physical attributes, or too expensive versus a younger foot soldier, I am reminded that the ivory tower really doesn’t understand how to connect with people.  As a result, there is no shortage of interviewers who are playing checkers while I am playing chess.

Most recently, I was asked to role play an initial meeting with a prospect.  The objective was to secure a real “discovery” meeting that would kick off a sales process.  I was given the name of the prospect, the industry they were in, and some basic business data on the company.  Once the initial rapport was established, I began to pursue some value assumptions and questions for my prospect.  Within seconds I identified the prospect as a “driver” social style (tell assertive and task oriented) and am keenly aware that the motivator for this social style is an increase in power from their perspective.  The interviewer was not aware they were behaving in this manner and struggled to understand why my value assumptions were around data and measurable outcomes, rather than touchy feely outcomes.  To frame the reason for a real discovery process at a different time, I borrowed the formula from Doug Hall (founder of Eureka! Ranch) which is:

1.      Identify their problem

2.      Propose a solution

3.      Give at least three reasons to believe 

4.      Show how this can change their lives  (this is how to increase their level of POWER)

Doug does an exceptional job of showing how marketing meets sales in a very smooth transition.  I recommend his book, “Jump start your business brain” to all who are curious.

Last, I suggested a team building exercise to explore all elements of this sale.  The parameters of the exercise are a deep dive on specific discovery questions, a thorough diagnosis, design of the desired solution, and an ongoing monitoring of the delivery program.

I did not get the job.  Here is why: 

1.      I didn’t know the details of the company’s products (this job is in an industry that is different from my experience.)

2.      I didn’t create a powerpoint presentation ready to show.  (Really???)

3.      I was considered too expensive (the hiring manager complained his current salespeople are just order takers, and have no sales skills.)

I’m reminded of a chart that identifies where salespeople fall in the grand scheme of the corporate footprint.

The link below is to a Paul Rulkens video that identifies four quadrants where salespeople might lie.  To help you absorb the message I suggest you focus on minutes 11:00 –15:21, although the whole presentation is excellent.  Here’s the question:  are you “stuck?”  Are you a high performer?  Are you the ivory tower?  Or are your salespeople “kumbay yah?”

Watch minute 11:00 - 15:21

The moral of the story is the ivory tower hires salespeople who know how to CONNECT with prospects in a way they can’t.  Salespeople trust the home office to provide them with the tools and techniques needed to enable a high-performer outcome and they need to trust that what they are selling won’t embarrass them in the future.  The days of talking AT the prospect rather than with the prospect need to come to an end.

In many cases, the ivory tower expects a meager closing ratio that is supposed to drive positive results by repeating a flawed sales process at an exhausting level.  Trust happens when the solution is uniquely married to the problems experienced by each individual.

Who is ready to explore better sales results by working smarter, not harder?

#enterprisesales #sales