The Center for Sales Strategy Blog

“Do unto others as you would have them do unto you.”  

I would bet, like the rest of us, you learned this Golden Rule in Kindergarten and you were probably raised to believe you should always treat others as you would want to be treated.

It sounds great in theory, and I applaud your kindness and compassion, but make no mistake, the Golden Rule does not work when developing people.

WHAT?!

It’s true. The sentiment is nice, but it just doesn’t work.    

I loved Choose Your Own Adventure books as a kid, specifically the sports-themed set. If you haven’t read or experienced one, it goes something like this… Your football team is in the regional championship game. Chapter One describes the build up to the game, and the summary of the 1st Quarter. Your team is already down by 10 points, and it’s 4th Down and 1 yard to go on the opponent’s 20-yard line. Do you kick the field goal, or go for it with a run up the middle? You get to decide, and the book instructs you which page to turn to based on your decision. It was like video games before video games!

It’s the only genre I loved… something about controlling my own destiny, having a choice, and following the story wherever it may go was thrilling to me. My advice to you is to treat every Hourglass Needs Analysis just like a Choose Your Own Adventure book. Go into the conversation with as many of the chapters, and as much of the story line, written as possible. Your research on the business, the industry, and the market should give you a great list of prepared questions that will allow you to Establish Rapport, Identify Needs, Gain an Assignment, Analyze the Opportunity, and Contract Next Steps.

If you’re a salesperson, it’s good to be proud of what you sell and where you work. Those two factors are key to enjoying what you do for a living. Working for a great company and having a great product certainly helps with clients, but the criteria prospects will often use when deciding to give you some of their precious time, is YOU. 

Where should your product and your company be in your sales strategy when talking to new prospects?

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. What to Monitor on social Media in 2018 — PR Daily

What should we expect from social media in 2018? Where are we headed next year with social media? What is hot or what is not on social media? This infographic shares some answers.

Don’t you love a good story? We all do.

Even before the days of romance novels, adventure movies, television shows, and Broadway productions, there was storytelling. The art of storytelling goes back thousands of years and served as the primary way for one generation to hand down knowledge and wisdom to the next. People learned about their culture, community values, and the most important life lessons through the meaningful stories shared by those who knew.

Stories help us to guide and teach, and they allow us to communicate our feelings in a way that can be very persuasive to others. So the question is, why do we not use storytelling in sales? It seems it would just make sense. 

Getting a meeting is one of the most difficult steps in building a business relationship. If you’re in sales, you need that meeting, commonly known as the needs analysis, to determine how you can help. When we ask prospects what their needs are, they often don’t know. And if they do, those needs only scratch the surface.

Scientists say that the universe we can observe is only about 5-10% of what is really out there. Why do they believe that? Because what they can see happening cannot be accounted for just by what they can see. Dark matter and dark energy haven't been proven, but scientists believe they exist because of the effects they see. 

For business owners, like scientists, what is visible and conscious is probably only a fraction of what is really going on. You want to be looking beyond what the prospect tells you they think they need, to what is really happening. 

So how can you know what is really going on?

I think most sales managers would agree that coaching their salespeople to get better at their craft is a good investment of time. I talk to scores of managers in my practice, and there seems to be near universal agreement that coaching is important, and most sales managers do invest some time and energy to make it happen. That said, what constitutes coaching?

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 23 Holiday Gift Ideas for the Salesperson in Your Life — HubSpot

Gift-giving is always a challenge — what to give that's unique and interesting, that your recipients will love? Any one of these presents is certain to bring a smile to a salesperson's face.

When I talk to salespeople and look at data from structured sales campaigns, it’s clear that the number one bottleneck in the sales process is getting appointments. And it’s seemingly getting tougher, not easier, despite all the digital avenues available to most salespeople for pre-call research and preparation of a Valid Business Reason that should, in theory, evoke a response from the prospect. So, why is it so tough to get that appointment?  

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 7 Surprising Research-Backed Productivity Tips That Will Change the Way You Work — HubSpot

When trying to maximize our productivity, it’s easy to get caught up finding the next great tip or “lifehack.” But we often overlook the hidden psychology of productivity. Here are seven research-based productivity tips that you might not be aware of.