Sales and brain surgeryMortgagePress.comMortgage Broker education
I travel nationwide as a sales consultant and trainer, working
with individuals and companies to improve sales performance. I've
also performed brain surgery. But, I'm getting ahead of myself.
I have a fascination with the human brain. Scientists have done
"mind-mapping," determining where neurological functions are
performed, yielding information relating to improvement and repair.
The next logical step for me, as I saw it, was to perform brain
surgery. I joined the best and most modern hospital. This
organization had state-of-the-art equipment resembling something
out of a sci-fi flick. To ensure my success, I was assigned a
knowledgeable nursing and technical staff. Modern surgical
instruments were put at my disposal. Last, but certainly not least,
surgical patients were selected for me. I just had to show up in
the operating room. I thought, "I've finally found a vocational
home!" I was ready and excited to get started.
They wheeled in my first patient, who was then expertly
anesthetized. I proceeded to make my first incision into the skull.
Almost immediately, buzzers, bells, sirens and whistles began to
blare and lights started to whirl and flicker. I tried to react,
fumbling with the instruments and engaging the help of my staff,
but my patient still expired. With no further opportunity to
breathe life into his limp body, I stopped trying. You see, in my
zeal to perform a surgical procedure, I neglected to learn and
acquire successful and effective surgical techniques. I was
destined for failure.
The preceding story was, of course, fictional, but selling and
brain surgery share a common factor for a successful outcome. With
extensive and ongoing training in their specific disciplines,
individuals will achieve and realize their respective, successful
potentials. Who knows? They may even be able to breathe new life
into existing transactions and situations.
A salesperson working with the best organization, located in the
most modern facility, with advanced technology, accompanied by a
well trained and cooperative staff, utilizing modern devices, with
easy access to leads and clients, will not realize sales success
without proper training. Selling is a discipline that needs to be
learned, nurtured and reinforced. Effective sales training provides
the necessary elixir that will result in a long, healthy and
Stephen Greenberg is the president of Synergistic
Associates, a sales development company based in Coral Springs,
Fla. He may be reached at (954) 757-6585, ext. 303 or e-mail [email protected]