Excuses and Being Memorable touched on another topic briefly - building relationships and selling with the wrong frame of reference.
We've all attended sales meetings or been in conversations where we or our team have made assumptions about what customers will or won't do. All of these are based on our own internal frame of reference - what we would or wouldn't do, what we've seen others do or not do or similar experiences dealing with other clients to name but a few.
Now, how many times have you done something where someone you know has said something to the effect of 'I didn't expect that from you' or 'I didn't know you were in to that'.
Most of us surprise ourselves from time to time and we certainly surprise our significant others or family. Do you not assume our clients are the same?
Too often we do and don't do things in a client relationship because of our frame of reference - not the clients.
Do you truly know your client? Do you know them well enough to make a
decision for them without ever asking them? Do you know them so
implicitly you know what they will and won't do or how they'll react?
Next time you find yourself making assumptions about a clients reaction or decisions - how about asking them to find out the truth before making the decision for them. Maybe you'll be surprised.
Monday, 24 June 2013
Thursday, 20 June 2013
What defines You?
As a sales person - you end up with a set of outcomes that are usually very visible to the organisation you work for. You hit target, you don't, you cross sell or refer et al.
Unfortunately this very quickly determines if we are good, bad or indifferent. This also very quickly shapes how people define us - in essence, it is easy to be defined by our outcomes and what we do as these are the easy bits to measure (often both for the organisation and us).
However, good salespeople quickly realise that these outcomes aren't the means of selling and, in fact, nor are they the ends. The ends of selling is actually to produce a client who is elated as a result of what we did for them!
This is an important distinction. Why? Because sometimes, creating this sense of elation is actually created by not selling someone something and, in fact, in rare cases, the act of selling them something can erode this value.
If I solve a problem through introducing a client to another of my clients - and don't sell a single product of mine. Brilliant - I still have a very happy client. Whilst this doesn't feature of a leaderboard - do you think I'll succeed long term in sales? I bet I do - I have a happy client who will remember what I did. I trust this implicitly as I know it works - it is who I am. My clients then turn to me more regularly to help them - I become an advisor - not a sales person. My clients also know they are in my 'toolkit' to help other clients - they start working together. Again, I haven't sold one of my products yet. I define myself by truly wanting to help my clients - not selling, this is just one of the ways I do this (sometimes it isn't the best solution).
As a sales people, it is important to ask yourself 'what defines me?' - it isn't outputs and results. Yes, we're all competitive in sales (or should be) - we hate knock backs and love successes. But these should be the medal you receive after winning the race, the external praise and recognition. The real definition should be what it does for you inside when you help a client, solve their problem, capitalise on an opportunity - follow their journey to success.
I'd rather have a client thank me personally for helping them, than be top of my business' sales leaderboard - any day. I am in this to help business people and be a 'centre of excellence' - the sales accolades will take care of themselves as I know what defines me - do you?
Unfortunately this very quickly determines if we are good, bad or indifferent. This also very quickly shapes how people define us - in essence, it is easy to be defined by our outcomes and what we do as these are the easy bits to measure (often both for the organisation and us).
However, good salespeople quickly realise that these outcomes aren't the means of selling and, in fact, nor are they the ends. The ends of selling is actually to produce a client who is elated as a result of what we did for them!
This is an important distinction. Why? Because sometimes, creating this sense of elation is actually created by not selling someone something and, in fact, in rare cases, the act of selling them something can erode this value.
If I solve a problem through introducing a client to another of my clients - and don't sell a single product of mine. Brilliant - I still have a very happy client. Whilst this doesn't feature of a leaderboard - do you think I'll succeed long term in sales? I bet I do - I have a happy client who will remember what I did. I trust this implicitly as I know it works - it is who I am. My clients then turn to me more regularly to help them - I become an advisor - not a sales person. My clients also know they are in my 'toolkit' to help other clients - they start working together. Again, I haven't sold one of my products yet. I define myself by truly wanting to help my clients - not selling, this is just one of the ways I do this (sometimes it isn't the best solution).
As a sales people, it is important to ask yourself 'what defines me?' - it isn't outputs and results. Yes, we're all competitive in sales (or should be) - we hate knock backs and love successes. But these should be the medal you receive after winning the race, the external praise and recognition. The real definition should be what it does for you inside when you help a client, solve their problem, capitalise on an opportunity - follow their journey to success.
I'd rather have a client thank me personally for helping them, than be top of my business' sales leaderboard - any day. I am in this to help business people and be a 'centre of excellence' - the sales accolades will take care of themselves as I know what defines me - do you?
Wednesday, 19 June 2013
What's Stopping Me?
Life is often about the things we can't do or the things that stop us from doing the things we want to do.
Sales is no different - we live in an excuse rich environment when selling. Existing clients need things done, we need to fill in forms and reports for our business, internal meetings and a plethora of other things take our attention and time away from selling.
The issue is though - these are just excuses. Ask yourself - are they the reason?
I bet they're not - the excuses take precedent because YOU let them. You are the reason in most instances. Sure, some things have to be done. But, in a sales role, so does selling - isn't this what you're hired for?
It is easy to blame something external for what we can't do when, in reality, it is ourself that is often the real reason.
Sales is no different - we live in an excuse rich environment when selling. Existing clients need things done, we need to fill in forms and reports for our business, internal meetings and a plethora of other things take our attention and time away from selling.
The issue is though - these are just excuses. Ask yourself - are they the reason?
I bet they're not - the excuses take precedent because YOU let them. You are the reason in most instances. Sure, some things have to be done. But, in a sales role, so does selling - isn't this what you're hired for?
It is easy to blame something external for what we can't do when, in reality, it is ourself that is often the real reason.
Doing Things Right
Sales is a sportspersons dream - it can quickly be distilled down to numbers and stats. How many clients visited? Conversion Rates? Call Cycles?
Of course, there is no denying the volume of work undertaken is important - there is a correlation between outputs and number of inputs. It's easy to fall in to the 'numbers trap' - doing things to show the appropriate volumes of activity without worrying about content.
However, to be truly effective and maximise your time - it is important to consider two questions:
Am I doing the right things?
Am I doing them right?
The first of these will ensure you don't spin your wheels doing things that won't add value to you and your clients. Right means they are the appropriate behaviours to generate success.
The second will ensure, when doing the right things, you're focused on doing them right.
There is an important distinction here - just because the behaviour is the right thing to do - it doesn't mean it will always work. Therefore you need to focus on doing it properly. For example - cold calls...every sales person knows that they can be the right thing to do, but not everyone does them right. This accentuates the myth that they don't work.
Another example, a 'care' call to a client. These are important and therefore the right thing when managing a client relationship. Doing it right is more particular though. Are you just ringing and making a cursory effort or are you doing some research and adding value to the call.
Here we go:
Right thing ==> 'Hi X, how are things going'
Doing it Right ==> 'Hi X, I saw an article in the X industry saying things were picking up, what have you been seeing?'
A subtle difference, but a very different experience for your client.
Sales requires a lot of effort, its therefore crucial to ask 'am I doing things right' not just 'am I doing the right things'. one gives you stats, the other gives you results.
I'd rather see someone make 5 calls properly, than 15 calls for the sake of making them as they are the right thing to do.
Doing things right means better results from less inputs...therefore you can actually do more of the right things if you do them right everytime.
Of course, there is no denying the volume of work undertaken is important - there is a correlation between outputs and number of inputs. It's easy to fall in to the 'numbers trap' - doing things to show the appropriate volumes of activity without worrying about content.
However, to be truly effective and maximise your time - it is important to consider two questions:
Am I doing the right things?
Am I doing them right?
The first of these will ensure you don't spin your wheels doing things that won't add value to you and your clients. Right means they are the appropriate behaviours to generate success.
The second will ensure, when doing the right things, you're focused on doing them right.
There is an important distinction here - just because the behaviour is the right thing to do - it doesn't mean it will always work. Therefore you need to focus on doing it properly. For example - cold calls...every sales person knows that they can be the right thing to do, but not everyone does them right. This accentuates the myth that they don't work.
Another example, a 'care' call to a client. These are important and therefore the right thing when managing a client relationship. Doing it right is more particular though. Are you just ringing and making a cursory effort or are you doing some research and adding value to the call.
Here we go:
Right thing ==> 'Hi X, how are things going'
Doing it Right ==> 'Hi X, I saw an article in the X industry saying things were picking up, what have you been seeing?'
A subtle difference, but a very different experience for your client.
Sales requires a lot of effort, its therefore crucial to ask 'am I doing things right' not just 'am I doing the right things'. one gives you stats, the other gives you results.
I'd rather see someone make 5 calls properly, than 15 calls for the sake of making them as they are the right thing to do.
Doing things right means better results from less inputs...therefore you can actually do more of the right things if you do them right everytime.
Tuesday, 18 June 2013
NOW!
Today matters...NOW!
Not yesterday, not tomorrow, not an hour ago and nor after lunch. It is acting NOW! that wipes clean yesterdays mistakes, that opens doors for tomorrow and, more importantly, NOW! is the only thing in your direct control.
There are two simple choices in sales - do something now or don't. What gets more results?
Procrastination is a polite 'office' word for laziness, or apathy, or fear, or excuses. It is easy to do - but its more fun to act.
Yes, acting now may create the odd mistake, but in procrastinating - you'll never enjoy the feeling of success right now.
You don't know if you'll be able to do what you need to do now, tomorrow - so do it NOW!
Not yesterday, not tomorrow, not an hour ago and nor after lunch. It is acting NOW! that wipes clean yesterdays mistakes, that opens doors for tomorrow and, more importantly, NOW! is the only thing in your direct control.
There are two simple choices in sales - do something now or don't. What gets more results?
Procrastination is a polite 'office' word for laziness, or apathy, or fear, or excuses. It is easy to do - but its more fun to act.
Yes, acting now may create the odd mistake, but in procrastinating - you'll never enjoy the feeling of success right now.
You don't know if you'll be able to do what you need to do now, tomorrow - so do it NOW!
Outcomes < Behaviours - Are You Focused Properly?
Stop worrying about your targets! This is just the score card. In reality, some times you'll hit it, some times you won't.
Rather than worry about not hitting your targets - think about WHY you aren't? Results aren't a factor of luck - in the short term, sometimes, continually though, never.
Hitting targets regularly is about behaviors. Your target and results are just the sales scoreboard. They just measure whether you're behaviors are working. Your success can be distilled down to a simple factor of 'am I doing enough of the right behaviors?'.
Am I calling enough prospects/clients?
Am I following people up properly?
Am I working my pipeline properly?
Break your targets down - not to a daily target - but a daily set of behaviors that, if you do and do properly, will ensure you hit target.
Worrying about targets is wasted motion. Instead trust you are doing the right things, properly, and your targets will take care of themselves.
You can control behaviours on a daily basis - you can seldom control your targets that intimately.
Rather than worry about not hitting your targets - think about WHY you aren't? Results aren't a factor of luck - in the short term, sometimes, continually though, never.
Hitting targets regularly is about behaviors. Your target and results are just the sales scoreboard. They just measure whether you're behaviors are working. Your success can be distilled down to a simple factor of 'am I doing enough of the right behaviors?'.
Am I calling enough prospects/clients?
Am I following people up properly?
Am I working my pipeline properly?
Break your targets down - not to a daily target - but a daily set of behaviors that, if you do and do properly, will ensure you hit target.
Worrying about targets is wasted motion. Instead trust you are doing the right things, properly, and your targets will take care of themselves.
You can control behaviours on a daily basis - you can seldom control your targets that intimately.
Sales Deconstructed
As a sales person - you only need to answer 4 simple questions (and act on them of course)...
1. Am I interacting with the right people?
2. Am I approaching them in the right way?
3. Am I conveying the right message?
These are important - very important. Then, once right, ask:
4. Am I undertaking the right volume of the above?
Sales is simple - it boils down to telling enough of the right people the right things to demonstrate your value to them.
Too many sales people spend time on people who either won't 'buy' from them or have little current and future value. This isn't saying that they are bad clients - just not right for you. You also need to approach people in the right manner. This isn't just the method of approaching them (phone, email, face to face) but how you do this. People do business with people - you need to connect with the person no matter what medium you use to reach out with them. It is about people - it is about them as a person and as a representative of their organisation.
Similarly, it is important to ensure your message is right - that is 'of value to your client/prospect'. This is important, the message changes based on the person(s) you're meeting with and, even worse, based on their particular requirements at any given point of time (eg - your message needs to change as their business/personal needs do).
Finally, you need to ensure you're doing enough of the above to maintain a continual pipeline of business. You will (read:should) have people at differing stages of the sales process - therefore it is important to ensure you have enough activity underway at any given point in time.
So - next time you're thinking sales, planning or heading in to a meeting ask yourself:
Is the person(s) I'm meeting the right person? (can they/should they use me? Can I solve a problem for them or realise an opportunity? Can they and will they make a decision?)
Am I approaching them in the right way? (am I connecting with them? how do I do this? can I be introduced to them by someone who trusts them and is an advocate of me?)
Am I showing this person the right message? (what is the benefit for them? Why use me?)
Do I have right volume of people/prospects in this process? (work this down from your outcomes)
This can be used to strategically plan your work by asking the same questions at a higher level.
It is important not just to focus on the quantity - but the quality of your activity otherwise you risk wasting motion. We often leave a meeting thinking 'that was a waste of time'. If we're thinking that, what was the client thinking? This is because you got one or both of the first two points wrong
1. Am I interacting with the right people?
2. Am I approaching them in the right way?
3. Am I conveying the right message?
These are important - very important. Then, once right, ask:
4. Am I undertaking the right volume of the above?
Sales is simple - it boils down to telling enough of the right people the right things to demonstrate your value to them.
Too many sales people spend time on people who either won't 'buy' from them or have little current and future value. This isn't saying that they are bad clients - just not right for you. You also need to approach people in the right manner. This isn't just the method of approaching them (phone, email, face to face) but how you do this. People do business with people - you need to connect with the person no matter what medium you use to reach out with them. It is about people - it is about them as a person and as a representative of their organisation.
Similarly, it is important to ensure your message is right - that is 'of value to your client/prospect'. This is important, the message changes based on the person(s) you're meeting with and, even worse, based on their particular requirements at any given point of time (eg - your message needs to change as their business/personal needs do).
Finally, you need to ensure you're doing enough of the above to maintain a continual pipeline of business. You will (read:should) have people at differing stages of the sales process - therefore it is important to ensure you have enough activity underway at any given point in time.
So - next time you're thinking sales, planning or heading in to a meeting ask yourself:
Is the person(s) I'm meeting the right person? (can they/should they use me? Can I solve a problem for them or realise an opportunity? Can they and will they make a decision?)
Am I approaching them in the right way? (am I connecting with them? how do I do this? can I be introduced to them by someone who trusts them and is an advocate of me?)
Am I showing this person the right message? (what is the benefit for them? Why use me?)
Do I have right volume of people/prospects in this process? (work this down from your outcomes)
This can be used to strategically plan your work by asking the same questions at a higher level.
It is important not just to focus on the quantity - but the quality of your activity otherwise you risk wasting motion. We often leave a meeting thinking 'that was a waste of time'. If we're thinking that, what was the client thinking? This is because you got one or both of the first two points wrong
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