The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Sometimes the logical approach doesn't make sense, just as in the story of David and Goliath it seemed impossible to believe that the shepherd boy could beat the giant. In sales, we sometimes have to be a bit irrational. We must think outside the box. Today we'll discuss how unorthodox thinking can help us take down some pretty significant giants. It can also help us win some pretty decent accounts. Logical approach When the giant Goliath demanded that the Israelites send out their best warrior, it didn't make sense for them to send David. He wasn't the fastest or the biggest. He was a little farm guy tending sheep, and he wasn't the typical warrior type. Too often in sales we default to the same logical approach that sales reps have been using for years. Instead of thinking outside the box, we choose the most rational solution to the problem. Imagine you're selling TVs and you're meeting with a client that has a good idea of what they need and what they want. It's possible, though, that the client's percepti