The Center for Sales Strategy Blog

Anybody who knows me knows I enjoy a glass of red wine. I am not a connoisseur by any means, but I do love a good glass of Cabernet. 

While traveling recently, I requested a glass at dinner and the server went above and beyond the call of duty. Instead of serving me the house Cabernet (honestly, I would probably have been fine with that), he immediately asked what I liked. Full bodied? Heavy? And then he proceeded to pour me three samples to choose from. The dollar-per-glass charge for samples became a moot point. I knew what I was getting and that I would enjoy my vino with dinner. What service!

This server also called most customers by name when they entered, poured their “usual,” and asked about their kids and pets. Oh, to have more servers like this….

What was the sales lesson I was reminded of as I watched this genius server in action?

There's so much content published every week that a person can never read it all themselves. That's why we're here, bringing you the weekly wrap up.  

Since the first salesperson roamed the earth in prehistoric times (yes, we know what she was selling, but that’s not the focus of this article!), prospecting has been defined as looking for people who might become customers, or simply, looking for customers.

There’s a slightly different definition, not nearly as well known, that opens up a whole new vista of opportunity: Looking for customer needs. Just one word is different, but it changes the entire meaning.

What this New Definition Does to You

The first thing that happens when you add that word is that you automatically—instantaneously! —start focusing on customer needs instead of the products and services you handle. Your empathy, expertise, and problem-solving capabilities take center stage, making you more interesting, more useful, and more likely to be viewed as a trusted and valued source.

Great leaders need to learn how to start an argument they don’t care about winning.

If your leadership team never argues or debates, that’s a good sign of harmony.

False harmony. It takes time and energy to argue well. It’s easier to avoid it. But the best leaders don’t—they ignite it.

When we think of harmony, we think of calm. But if arguments are rare in your organization, that calm you’re creating just might be the calm before the storm.

It’s healthy to challenge one another’s thinking. It forces you to own your opinion well enough to make a case for it (even if you’re wrong). The final decision will be a better one if you hear more viewpoints and a greater number of options.

Do women managers care more about their employees? A recent Gallup Poll finds that “female bosses are more engaging than male bosses.” They site several reasons why and conclude by recommending businesses hire more female managers. While we certainly need to keep narrowing the gender gap in America’s management ranks, what can anyone do to increase employee engagement among their direct reports?

Let’s start with the Gallup Poll. These management activities were found to increase employee engagement:

• Encouraging their subordinate’s development
• Checking frequently on their employee’s progress
• Giving recognition and praise for good work

I recently reached out to a friend of a friend. I wanted to pick his brain on some business ideas that I thought were very related to what he does. I was hoping for a new connection, some thoughtful conversation, and a little free advice.

When I finally reached out, he very politely said “no.” Of course, he said more than just “no,” but the bottom line was that he was strapped for time working on a new online course that was about to launch and that his wife was about to have a baby. He said he would love to help in the future—like six months down the road—but that right now, he just had to say “no” to some things.

At first, I was a little put off, even shocked. I hadn’t expected him to say no. But the more I thought about it, the more I realized there was a lot I could learn from this experience. His “no” wasn’t personal at all, and I do believe he meant it when he said he’d have that conversation in six months. But he had to choose. He had to be picky with his time, and I respect that. That’s something I try to be hyper-aware of in my life, as we all know that time is our most precious commodity.

So, I ask you: Are you saying “no” often enough?

Think about these four kinds of people in your life:.

1. Your Customers

Sometimes we over-serve. Shoot, I probably over-serve my clients every day, and they probably don’t even realize it (shame on me). But this can be a big problem and one that we all need to work on. It’s okay to get paid for what you do and to acknowledge when something is outside the scope of your contract or your capabilities. Don’t feel like every request has to be met or you’ll lose their business. Don’t leave that client hanging; suggest alternatives. Quality partners will appreciate and respect you more when you are honest about boundaries.

See also: "How" Selling Solves Your Business Problems

What have you been reading lately? There's so much content published every week that a person can never read it all themselves. That's why we're here, bringing you the weekly wrap up.

Here are the five articles that piqued our interest:

1. Jobs are at a 14-year high {USA Today}

2. Customer value optimization {Digital Marketer}

Have you ever been able to successfully change someone?

Maybe you have a teenager who was born without the gene responsible for keeping bedrooms clean—but with a little pressure (nagging, threatening…) you have been able to get him to pick up his laundry.

Or you could have a spouse who is so extremely chatty that it seems impossible to leave a party when you are ready to go—but with a little prodding you have been able to shuffle your beloved to the door more quickly.

But did you change them?

Is your teenager now neat and tidy? Is your spouse suddenly less social?

Probably not.

What about you?

Have you ever been able to successfully change yourself?

I’m not talking about trying to eat healthier, work out more, call your mom more often, or walk the dogs regularly (although those would be great accomplishments as well!).

What have you been reading lately? There's so much content published every week that a person can never read it all themselves. That's why we're here, bringing you the weekly wrap up.

Here are the five articles that piqued our interest:

1. The difference between amateurs and professionals {James Clear}

2. How meditation at work improves productivity {strategy+business}