Connexus becomes Ruth-less
After two defeats in a row this week Lord Sugar gave up on the girls winning a task and reverted to mixed teams. Charleine, April and Varna joined Versatile, and Gary, Brett and Scott moved into Connexus.
Having mixed up the teams, Ruth Whiteley, the slightly scary Sales Trainer from Harrogate put herself forward as Project Manager (PM), only for the team to choose Account Manager Scott Saunders. You would have thought that Ruth’s expertise coupled to the task would have made her an excellent choice, but maybe I’m not the only one to find Ruth a bit odd. In the end, Scott’s background in sales and track record in the series got him the job.
For Versatile, super enthusiastic Nottingham nice guy David Stevenson got the nod.
The first part of the task involved deciding which items to pick. David briefed his team to be enthusiastic for every product and charm the manufacturers. Connexus got builder Brett Butler-Smythe to take a more direct approach with zero charm. This proved to be a bad decision and when both teams wanted to sell the pet balloons, the charm of Versatile won out. Versatile also decided to sell tee-shirts with pictures of animals, and dog sofas (the large ticket item). Connexus settled for a cat activity toy instead of the balloons, along with heat mats. Their large ticket item was a cat tower.
Selling Lesson No 1. – establishing rapport (a connection) is crucial when trying to influence people. The direct approach that Brett was encouraged to take cost Connexus a preferred product. There is an old saying in selling:-
“If you are like me, then I will like you.”
The first impressions we make, often in the first 30 seconds, can determine the outcome. One way of establishing the right impression is to show enthusiasm and interest in the other person. Brett’s approach was bound to lead to failure. His lack of empathy is a real concern.
As PM of Connexus, Scott came across as nice but indecisive. He changed his mind about which products he preferred, always agreeing with the last person who spoke! This made him look weak. It’s good to listen to the opinions of your team, but thinking out loud creates the wrong impression. Get everyone involved, weigh up the options, make the decision and take responsibility for it. This will earn respect.
At the Pet Fare we were treated to seeing how good individuals were at selling. Marketing Director Richard Woods continues to impress (he sold 3 sofas so contributed massively to the eventual success of Versatile), but does not always come across well. Scott also showed that as a team leader and salesman he was excellent. However, his performance could not save Connexus and in the boardroom it was revealed that they had lost the task by more than £1000. Two members of the team struggled to sell – Sales Trainer Ruth and Events Agency owner Selina Waterman-Smith. It was no surprise that these two ended up in the final 3 with PM Scott.
In examining why Ruth and Selina struggled, there were contrasting reasons. Ruth had masses of energy but she talked too much. Good at engaging in conversation with potential customers, but then failed to close any sales. She was also poor at identifying which customers were real prospects and which were just browsing.
Sales Lesson No. 2:- The ABC of selling from the movie Glengarry Glen Ross – Always Be Closing. I remember being taught the following quote:-
“A sales call without a close is not a sales call, it’s merely a conversation.”
Ruth proved adept at having conversations.
Selina on the other hand exhibited what the Americans refer to as “call reluctance”. She did not seem interested in her product (the cat tower) and lacked resilience. She managed one sale, but needed Scott to help her complete it.
Given these two alternatives, Scott was safe in the boardroom. Selina showed greater fight and resilience in the boardroom than she did in the task and she was given a second chance (she did sell something). However, a sales trainer who can’t sell deserves to be fired, and so it was that Ruth Whiteley became the 4th person to leave the series.
As a sales trainer from near Harrogate I can only say that she is not representative of the local area!
The Excel Communications Apprentice 2015 blog is written by Training Associate – Mark De Cosemo