David Royce
👤 SpeakerAppearances Over Time
Podcast Appearances
The script.
What do you got to say?
Because when people first get out there, they have no idea what they're supposed to be doing.
And if they get a training manual and it's all, we do this, this, and this, well, that's not sales.
That's just like technically telling people what you do.
Right.
And features don't sell.
It's explaining the benefits.
And how you explain the benefits is what really gets people to want to buy.
I assume you think that process beats talent.
It's a combination.
What I love about process is you can almost teach... I would say you can teach the majority of people how to be in sales.
There's probably 20%.
It depends on what the product is.
Clearly, some products take a longer time and it's a harder sale.
The previous company I worked for, there was this wet rag mentality.
It's like throw them against the wall, see who sticks.
Yeah.
And I was like, that's a horrible model.
One for the person, like I felt like that.