It Depends Less Than You Think

By Tibor Shanto
Given that sales is partly art and science, or more accurately “a science artfully executed,” we need to the create the right balance between the two. The best way to do that is to nail down the science part, freeing up maximum bandwidth, focus and creative thinking possible committed to mastering and improving the evolving art side of sales.
Part of my job is to sell salespeople on doing things my way rather than their usual approach, as with any sale, I need to look for and understand indicators that help me evaluate the person I am dealing. I look at their propensity for change, their current abilities, and how coachable they are. This step helps ensure the learning is applied and reinforced in a way that individuals can buy in adopt, and deliver results for their employer.
One indicator for me is their use of the word “Depends.” If