When Dinosaurs Roamed Sales Management

233 to 243 million years ago.

No, that’s not how long we’ve been holed up in a covid-induced, alternate universe.

It is how long ago the first dinosaurs roamed the planet.

Not dissimilarly, it also seems like the datedness I hear reflected in the counsel being given to wholesalers by their leaders.

For instance: wholesaler Amanda and I work to craft a truly compelling PVP-Peerless Value Proposition®.

One that will open doors.

One that will secure more appointments.

One that enables her to meaningfully engage advisors and COIs on an ongoing basis, regardless of her products’ performance.

Rightly proud of the work she had done, in her next discussion with her sales leader, she tells him about her newly-crafted brand story.

Whereupon her leader, T-Rex, lukewarmly reacts with, “I don’t want you just providing value.”

Oooookay…

Yes, I (and Amanda) understand we are all here to sell as much stuff as possible, and that our performance reviews will be gauged on same.

And I also understand that without the value you provide, you won’t have a chance to have your well-perfected product pitch even listened to, never mind building a super-solid, impenetrable bond to your clients and COIs.

Hopefully this leader will evolve his thinking prior to his other wholesalers going extinct.
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This post was originally published in the Wholesaler Masterminds Sunday Night Email.
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