Mike Anderson, on June 24, 2015
There is a seemingly endless variety of business books out there that promise to reveal the next profound truth, invent the next strategic angle, or inspire the next great idea. Most focus on some exciting concept that makes for a great read, but fail to address the major problem most salespeople face: Figuring out what’s important and getting it done.
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….
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.
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.
Dani Buckley, on June 15, 2015
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:.
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.
If your sales organization is struggling, your most significant constraint might be the policies you create and enforce. Too many sales leaders spend the majority of their time creating policies/rules and playing the role of referee resolving policy disputes.
Here are 5 things more important to a sales organization than policies and rules:
Demrie Henry, on May 26, 2015
If every time your prospect or customer felt like you were pushing your products, rather than focusing on his business, he transformed into a Hollywood film director and screamed, “Cut. Boring! You’re out of here!” He’d be doing you a favor. What happens more often is that the prospect is bored and finds a semi-polite reason to show you the door. He’s just polite enough that you don’t get the bigger message—that you were boring.
Mike Anderson, on May 25, 2015
Several years ago, I was walking with my daughter through a memorial park like the one that might be found in almost any patriotic American city. Inscribed in the black granite were the names of people from that community who had served and sacrificed. She was very young at the time and filled with questions. But one of those questions sticks in my mind, still today.
Don’t let the next paragraph scare you away. This article is going to help you make improvements to your sales organization, not fine-tune your skills on a bike!
Cycling is a big thing in my house. My husband is an avid cyclist and the world sort of stops this time of year as we pay homage to the Tour de France. But even if you know nothing about cycling or couldn’t care less – you’re going to care about this…
Before I tell you why, ask yourself:
Remember your answers and keep reading.
Matt Sunshine, on May 20, 2015
Here's the deal. Sales contests don't work. At least not the same way they once did. Of course I've seen some sales contests work in my 20+ years in sales and sales management, but none with consistency, and none with the level of success I felt necessary for growing my business.
Steve Marx, on May 18, 2015
Now, be warned. Each of these methods for undermining success is potent. If your purpose is to ensure that the prospect doesn’t buy, all you need is one of these five. Any one will do.
Since this is the first significant step in any professional B2B selling process, it’s your first opportunity to mess up. And this mistake has become harder to make in recent years, but if you go out of your way, you can do it. Harder to make? Yes. Qualifying the prospect requires information, and information is abundant these days. You can search for information about a company and find buckets full. In some cases, you can learn about specific challenges they’re facing or opportunities they’re chasing. And information about specific people at the company that you might approach? If you want to stay in the dark about them, be sure to steer clear of LinkedIn. Not only is it easier than ever to qualify a prospect, but these days many of the best prospects are raising their hands and qualifying themselves. But never mind all that: Derail your sale by investing gobs of time in an unqualified prospect.
