Every month I roll out another version of "Notes From the Ugly Pond" a "Talking PowerPoint" (PowerPoint with audio) that features my tips, ideas, and inspiration for salespeople, sales managers and business owners.
The newsletter will be emailed directly to your in-box, just go the new website -- www.GregBennettSales.comand register in the upper-right corner.
Where Does the Name "Ugly Pond" Come From?
If you've ever been through one of my training programs, read my book, or listened to my recorded materials, you've no doubt heard about a concept I call "Hoppin' In The Ugly Pond". Basically it describes a strategy where a salesperson takes a client to the NO side of the equation and hops into "The Ugly Pond", the the place where bad things are thought and shared.
The reason for the technique is to get at the core issues and problems the clients probably are feeling, but aren't used to sharing with salespeople. When a seller hops in the Ugly Pond he is basically saying "here is probably the bad thing you're thinking." This shows the client that the seller isn't afraid to hear bad things, which usually leads to much more reality.
