If you have something to say...
Say it on the Huffington Post
If you have something to say...
Say it on the Huffington Post
If you find yourself stumped by the question, "How come our salespeople (or developers, or whatever) keep failing?" stop playing around with the stuff on the edges. Ask the more fundamental questions:
Don't position yourself as the old-fashioned self-motivated sales person knocking on doors. You are a consultant there to help fill gaps with your offer to enable prospective buyers to achieve an aspirational version of themselves.
Whether you're negotiating an acquisition, recruiting new talent, trying to ink an elusive client, or even just asking for a raise, you need to be well versed in the powers of persuasion.
If you want to be able to genuinely help another person and build a meaningful relationship, you have to know enough about the person to actually help them.
You learned about the 80/20 rule in college or early in your career. If you still adhere to it, formally or otherwise, the business you're responsible for may be suffering without your even realizing it.
Minors shouldn't smoke. There is a law already on the books that covers this. Sales to minors are illegal. Enforce it and leave the adults alone.
Which industries truly benefit from informed consumers? Are there any in the travel industry that actively try to educate their customers?
By making rejection my goal, I got to the point where "No"s meant absolutely nothing to me. I was eating them for breakfast. Worrying about rejection became a thing of the past. And when that happened, the "Yes"s started rolling in, one after the other. Sounds crazy, right?
Do you know who "showrooms?" Tall people. Yes, tall people. Someone who says they are taller than their peers is 48 percent more likely to walk into a store to see a product, only to then leave and buy that product somewhere else online.
We need to make sure our people are ready for any changes, including the most unexpected, even unprecedented challenges, which have become the norm in a rapidly changing global marketplace and society.
Some ways to simulate the senses of your customers or colleagues in order to get the outcome you want.
Behind every "overnight success" is a story of a person or a team toiling away for years, with very few people except themselves and perhaps a few friends and partners supporting them. Consider the following two stories.
The truth is, "no" doesn't mean we are a bad person or doomed to failure. It's not evidence of a conspiracy against us by the fates or proof that our parents/teachers/siblings were right about us and we never will amount to anything. It just means "not yes." That's it. "Not yes."
In today's complex and overlapping digital marketplace it is time to show more knowledge outside of you own field of expertise and realize that times are not "a-changing" -- they have completely changed.
How many times have you received a call at your home at 9pm at night from a salesperson soliciting newspaper subscriptions or whatever. You find it beyond irritating.
The sales profession has a perception problem. It amazes me that I continue to encounter individuals who want to make a living selling, but haven't taken the time to make investments in their own development -- more importantly, they have not learned how to build a trusting relationship.
