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Monday, 16 January 2012

The Secrets of a Sales Expert


Familiarity does not mean understanding.


Making “familiar” things intelligible to others is very difficult.


Understanding the things that you are very familiar with is also very difficult.

baby-talkWe are all familiar with learning to talk; almost all of us did it! Both as Parents and family members we have seen infants develop from smiling mutes into talking machines.

We expect it to happen;
we worry when it doesn’t happen.
We become anxious when,
in our opinion, it happens too slowly.

We feel inordinate pride when it happens quickly;
we associate the speed of learning to talk with “clever”.

“Isn’t she clever, only 18 months
and just listen to her talk and talk and talk!”




Yet, with all of the “familiarity” we have with learning to talk,

the process by which it occurs is unintelligible to most of us.




A few, a very few, researchers have some understanding but far less than complete.

How many of us would claim to be Speech ‘experts’?

How many of us would ask for the title
“Trainer” in helping infants to learn to speak?


sales trainerYet, in Selling, any ‘familiarity’ with Sales is a claimed qualification to be a “Sales Trainer”. We even have the ludicrous situation where self-appointed bodies, who at best have “familiarity” with selling claim a right (By Charter, God given or simply self proclaimed) to accredit Salespeople and Sales Trainers. In medicine such people would be dismissed as QUACKS, yet in Selling they abound.

LinkedIn, has given us all a tool to look at people differently. We only see what the person uploads but it is more the absence than the presence that impresses me. “SALES EXPERT” have a look at their history, where was the point where they earned this title?   Nowhere?

“Many years in selling”, often not there. And we know from research that “Tenure in Sales” doesn’t equal
understanding Selling’ nor does it ‘predict’ sales success.



There are a growing number of “Sales Gurus”,
who have never been in Sales,
who have little or have no understanding of Sales and
instead substitute pseudo-sales knowledge of “Marketing”,
“Software” or “Social Media” as their qualification and justification.

But, how if you have no intelligible grasp of a familiar process,

can you claim ‘expertise’ in it through
a familiarity with an ancillary process?

Speech Therapists, work with the ancillary processes of:

phonation, producing sounds;

resonance, use of vocal chords;

intonation, pitch changes; and

voice, the use of diaphragm Breathing for the ‘mechanics’ of speech

Yet, the actual Brain Process of Speech remains unintelligible.


BMAC Consultants focus on understanding the actual Process of Selling.

You can benefit from our 20 years of research into the Selling Process
as well as 20 years worth of knowledge and practice
helping Adults learn how to sell.

We scan Evidence Based Sales Research
looking for new insights to bring to light for you.

You can avoid dysfunctional Sales Behaviours

(the curse of current Sales Training)
from our Training and Coaching because we make every effort to exclude them.

We believe that the Research into the Buying and Selling process over the last 10 years has negated much of the myth and nonsense trained to unsuspecting sales people for the last 40 years.
However even a casual look at current Sales Training Content and Sales Trainers shows a woeful amount of Myth, Magic and Folklore still being sold
as “Magic Bullets”.



If you wish to discuss evidence Based Sales development contact

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