This week's roundup is very kindly via Gavin Ingham.
So, it’s week 10 of The Sales Apprentice and we’re down to six; Natasha, Suzy and Jim facing off against Helen, Tom and Melody. Just looking at the last six I was left feeling pretty uninspired. They are none of them without their shortcomings and I don’t think I would be investing £250k into any of them from what I’ve seen and that’s before we see them torn limb from limb in the interviews and hear what crackpot business ideas they might have…
And I wasn’t that inspired by tonight’s task either! I have to admit that I think it would have been better weeks ago as a warm up and I’m not sure how much value it was adding at this late stage in the game unless Lord Alan is planning on setting up a market stall!
Lord Alan was in his element tonight but then he loves to talk about his roots trading, restocking and buying more tat to shift on to some other hapless punter. Tonight’s task? To sell £250 worth of stock provided by Lord Alan, notice what was selling, buy more of it, sell more, invest in more etc. No need to worry about left over stock as Lord Alan would add this into the final figures. Thed team with the most stock and money after two days would win.
Simples, you would think, but not for our Apprentices…
Sales training tip: Don’t make simple things complicated. Stupid people make simple tasks appear really complicated. Clever people make really complex tasks seem really simple. On tonight’s task the Apprentices strayed away from what was a simple task and made it all rather more complicated that it needed to be.
As a sales motivational speaker, I see this all of the time…
Melody stepped up to be PM saying that she had not been PM for weeks and was duly elected. Over on the other team, Tash stepped up but was challenged for the role by Suzy. Jim had the final vote and he cast it for Tash perhaps sold by her bragging about “operational experience.” She doesn’t striike me as that being her strongest suit and I’m not sure if her comment to Suzy about being “over the moon” that she was in her team because of her sales skills was ironic or serious. I thought it was serious which, if so, is an opinion based somewhere near the capital of La La Land as Suzy has looked distinctly rocky in this area previously, most notably in her total screw up in a market she should have known well in Birmingham.
Out on the street, in what was effectively a glorified car boot sale, Jim was knocking out nodding dogs and cheap looking brollies. Again, I am struggling to understand why Lord Alan thought that at this stage yelling, “Roll up, roll up and buy my brollies and tacky nodding dogs,” was of any use to anyone?! Surely, this is not what he has planned for the winner!
Jim was getting into it and proved yet again that he is the master of the meaningless encounter. Give him a stranger, a quick impulse purchase and the opportunity to give it a bit of blarney and he’s off. Nick smiled (no really, he did) and said he was beginning to like him… well… a bit anyway.
Suzy, meanwhile, was wandering around affluent West London streets trying to sell duvets and blankets door to door. I am not quite sure who she thought was going to buy these but none of that mattered because she gave up far too easily before returning to the car and falling asleep!
Sales training tip: Know your product. Know your customers. Know where your time is best spent.
Bad salespeople waste their time knocking on every door and speaking to every prospect. Bad salespeople wear themselves out and make few sales.
Good salespeople know their product, know where there customers are, know why they are going to buy and know how and when to approach them.
But if Suzy has got it wrong, Helen and Mel had lost the plot entirely and were wandering into retail outfits trying to sell their wares. Clearly, this task was about selling to the public and this HUGE faux pax would no doubt cost them dearly.
Over on the other team, Tasha was trying her best, yeah, to give them a run, yeah, for their money, yeah. But as a leader she was coming across as a bully. She appeared disinterested in her team, what they had to say or their feelings. And she was defensive too. Plus she totally missed the whole point of the task to the extent that she was still defending her refusal to reinvest in new stock even after Lord Alan told her she had missed the point in the boardroom!!
But, whilst Tash was patronizing Suzy, Mel and Helen were gifting the task back to her by not only continuing to promote their just plain daft idea of selling to retailers but by also not reinvesting in the nodding dogs as Tom had asked them to. Infact, Helen was so unimpressed by Mel’s lack of strategy that she attempted a coup at the end of the first day, suggesting Mel should sell and she should take over as PM in charge of strategy. As you can imagine, Mel was not impressed.
Sales training tip: Have a strategy. Without a strategy salespeople run around like headless chickens. Without a strategy salespeople waste time, energy and effort. Without a strategy you are unlikely to hit your targets, maximise your sales or develop the business that you want.
One of the big themes of today was that neither team leader had a strategy… or if they did, they were bonkers! Mel reinvested in totally random products that just made no sense and she had no idea how she was going to sell them. Tash refused to reinvest sufficiently and missed the whole point of the task.
Jim though was continuing to charm the birds from the trees with his own slick patter. Nick was feeling the love. “He’s found his forte,” he said. I’m not sure it’s what he meant to say but his “compliment” was effectively endorsing Jim as a market trader. Nothing wrong with that but maybe not what Lord Alan wants to invest in…
Let’s face it, making impulse sales in the street is more about upbeat attitude and engagement than anything and it most certainly does not require advanced selling skills but you might have thought it did to hear them talking about how Tom had stepped out of his comfort zone to make sales, blah, blah. For goodness sake, so he smiled and spoke to a couple of kids selling what…? Three nodding dogs!!!
Enough.
In The Boardroom…
Both team leaders were disliked by their teams but who had won? I won’t keep you waiting… drum roll… the winner was… Tash, with a final asset value of £751 to Mel’s £728.
A slim win and you’d expect a far more competent performance from the winning team and the winning project manager this far on in the competition but this task was not won by one team, it was lost badly by the other.
And Lord Alan thought so too, cancelling the winner’s treat for the first time ever…
Back in the Boardroom…
Helen looked shell-shocked. Nine wins and now this… she realised her own mortality. And she was deservedly in the boardroom too having been party to most of Mel’s bad decisions and having totally missed the point of the task. Mel had been poor too and Tom, well he didn’t screw up as such, but then again I don’t see selling three nodding dogs as any kind of great achievement.
So it was down to Lord Alan. What would he see in them? Who would he like to work with? Frankly, I’m struggling. Not just with these three but in general. I’m not feeling it. But who would go tonight? Our Al wasn’t sure. And it was a tough one. Who was more at fault?
“Helen. Frankly you have let yourself down girl. You just didn’t get this. I wasn’t expecting to see you here and you is just an assistant really, innit? Tom, I’ve seen you in here more times than I have eaten jellied eels recently but then you did sell free (3) nodding dogs yesterday and I can’t scoff at that. Melody, I like you one week ‘cause you’re gusty and selfish and the next I don’t. Being frank, I’m holding out for Tom just incase he has some invention tucked away that makes me even richer and I obviously ‘aint gonna sack Helen ‘cause that might mean I might have to go into business with that quick-talking-Jim so I’m afraid, with regret Mel, you’re fired.”
He flattered them all as having exceptional abilities and it being such a hard decision. Odd, given they’d just been beaten by a team that he refused a treat to because they did so badly. And odd because he must be watching different footage than me.
You should also check out BlueSky PR's equally good summary.
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