Selling for Life

Most of you know that the NFL is conducting its annual player draft.  For those of you that follow your favorite team I am sure you wonder why they pick certain players when they do.  Think about the process they must go through.  First they  lose some players to trade, free agency and release.  Then they must decide what they need to add to compete for a championship.  They attend player combines, individual workouts and sometimes personal visits.  After all of that the player may not be available when it is their time to pick, so they need a backup plan.

Who do you need to add to your team?  What is the process you go through to determine the profile of your top ten prospects?  Are you content with anyone who will see you even if they don't quite fit?  How will that approach help you build a championship sales practice?  Look at the existing accounts you have.  Who do you need?  How will you find them?  What if they are not available (don't qualify) when you go and meet with them?  Do you have a backup plan that still allows you to compete for the championship?

Decide what you want your practice to look like?  Build a profile of A and B prospects then determine how you will get in front of them.  It's they only way to reach your goals. Play like a champion today!

On the weekdays that I am in town I drive to the local Starbucks for some java. Almost always I will encounter a school bus.  The other day following one we came to a railroad crossing that does not have a lighted signal or a gate that comes down with flashing lights.  So the law says when you approach that type of crossing you are to STOP, LOOK & LISTEN.  Why?  You know why.  What if we applied these rules to sales.

When you are on a sales call what must you stop doing? 

• STOP going unless you are invited out.
• STOP telling them what you can do.
• STOP thinking this is about you.

What do you need to look for?

• LOOK at their body language.  What is it telling you?
• LOOK at their eye movement to get some insight into their social style so that you can communicate more effectively.

Do you hear what I am saying?  listen.

• Listening does not mean you are not talking.
• Ask them questions to create dialog and then listen, don't think ahead.
• Use their words when communicating back to them, it shows you are an active listener.

Want to sell more? It's simple just Stop, Look & Listen.

 

 

 

I have been reading the book Made to Stick by Chip and Dan Heath.  They examine in depth why some ideas thrive and others don't.  They describe in great detail the six criteria for an idea to be sticky.  S.U.C.C.E.S.  Simple, get to the core of the idea.  Unexpected, getting and keeping someone's attention.  Concrete ideas are easier to remember.  Credible, you've got to be believable.  Emotional, reaching someone on a personal rather than an abstract level.  Stories,  are told and retold because they contain wisdom and are powerful in getting ideas to stick.

It got me wondering not just about the ideas we communicate but what about us?  Are we sticky?  If we were, what would the impact be on our relationships?

In its entirety the book is about communication.  One particular statement they made that "stuck" with me was that we need to shift our thinking from "What information do I need to convey?" to "What questions do I want my audience to ask?"

Certainly something to think about.  I hope you will read the book.  As you do, make sure to have a highlighter and paper and pencil to takes notes.  It's the only way to make it stick.

 

 

 

 

 

On my way home from the airport the other night my son Michael called and said "Dad there is a mouse in your office."  My first thought was I hope he sleeps through the night because it's 1:00 AM and I am not dealing with this until morning.

Then I asked myself:  How did he get in?  Why is he here?  How do I get rid of him?  It got me thinking about sales.  Of your last 10 sales calls how many of your prospects were asking the same questions?  Are you establishing, on the phone call, a reason for the appointment?  Is it your reason for meeting or theirs?  How often do you begin your sales call with a discussion around "why am I here?"  Do you agree to outcomes that are mutually acceptable?

When you get invited out to a sales call to discuss specific issues that are on the prospects mind you avoid being the "uninvited" guest.  Make sure your sales calls are "by invitation only."

 

 

It's that time of year again.  For us basketball fans there might not be anything more exciting except maybe closing a big deal.  Maybe I'm wrong but doesn't it seem like that in office pools someone who seems to know nothing about basketball always wins.  I can think of a sale or two that I've lost where the same thing happened.  This got me wondering, what does the NCAA Men's Basketball Tournament have in common with successful salespeople?

1.  They both have criteria determined in advance as to who might qualify to take some of the emotion out of it. 

2.  They have a process to follow after figuring out who might qualify.

3.  When they determine the point at which the team/prospect might not qualify they walk away.  Why, because whether it's the NCAA tournament or selling not everyone qualifies.

I know that there are always fans who make the argument for their team to be in versus picking another team just like salespeople make excuses for a prospect lingering in their pipeline.  My question is do you have the right criteria?  Are you selecting who you will work with based upon an abundance of choices?  The tournament committee has more teams to select from than they have spots for.  How great would it be if you had that problem?  If you don't, what changes will you make to fix it?  I hope as you cheer on your favorite team you think about whether or not your record (results) would qualify you for the 65 team field.  Let the games begin.

This is the first post for "Selling for Life".  This BLOG is dedicated to helping those people who make their living and their life in sales and sales leadership.