Some honesty please
I don't know if it's the fact that we've had a really wet summer this year and I'm feeling crabby as a result, but lately I've begun to notice (I'm sure it was always there) a lack of honesty in the claims some respectable marketers are making. For example, I came across a link to a sales trainer in the US by the name of Sharon Drew Morgen. A very accomplished speaker, Sharon claims to be "the architect of a wholly original sales model". There is nothing new in what Sharon is saying. What she says, she says very very and she has personal insights worth listening to but I heard David Sandler say the same things 30 years ago. I have him on tape recorded in the mid 70's, so why claim it to be "wholly original thinking"
In my sales book library I have a book by Bill Caskey titled "Same Game, New Rules". Again, it's a very well written book but there is nothing new in it.
Maybe we're to blame. Maybe as consumers we demand things to be new and different and if the likes of Morgen and Caskey are to be heard, they have to pander to this demand. Here's the bottom line. Really great salesmanship has not fundamentally changed since man first started bartering. There is nothing new to be said that hasn't been said a million times already. If you want a really great sales trainer - forget about "original thinking" or "new rules" and find someone who can 'sell' the old concepts of effective selling (see blog post Bring a
