Avoiding DELETE

The members of two recently started Sales Study Groups are investing in themselves..."Sharpening the saw", as Stephen Covey so astutely put it. Their goal: Self-Improvement so that they can achieve their lifetime goals. Life-long learning is a choice.

Their First Step: Avoiding being DELETED



We are studying a book by Jill Konrath, Snap Selling. I've already referenced this amazingly relevent book in  a previous blog post called, From Their Perspective.

So what the heck is SNAP Selling?

Here are the SNAP Factors & Rules:

Simple

iNvaluable

Aligned

Priority

• Simple
  a). Simplicity is a leading factor in sales success. Just in case this realization hasn't struck you like the proverbial 2x4 upside the head, customers and prospects are living in a perpetual state of OVERWHELM
  b). As Konrath states, make sure your messages and any subsequent proposals are not: "Difficult to decipher - Difficult to decide upon - Difficult to implement"
  c). Rule 1: Keep It Simple - and you will make it easier for customers to buy from you
•  iNvaluable
  a). "The only chance to truly differentiate yourself today lies in the value you personally bring to the relationship" (p. 26)
  b). Be smart and savvy. Bring them ideas, insights, and information. They can read you like an open book when you think you can just waltz on in all "smooth and charming" or if you're not prepared. They can tell, really!
  c). Rule 2: Be iNvaluable - and customers will choose you over competitors, will be less price focuses, and will remain loyal
• Aligned
  a). If you are not clearly stating how your product or service aligns with their objectives, you will be tossed out before you even get a chance to prove yourself. Don't be Irrelevant.
  b). Indicators to listen for if your message isn't aligned: "Thanks for sharing. We'll get back to you if we have a need." "We're already working with another company on that." "That wouldn't work too well here. We're different." (p. 28)
• c). Rule 3: Always Align - and customers will want to work with you
• Priority
  a). If you feel like you are constantly changing your daily priorities, you must put yourself in the customers/prospects shoes. Their day is interrupted by "new" fires (priorities). That project they told you that you could work on can very easily be relegated to the "not a priority" file.
  b). "If you're not helping a customer with a high-priority issue or initiative, nothing's going to happen. If you can't keep the momentum going, your opportunity disappears." (p. 30)
  c). Rule 4: Raise Priorities - and your sales process goes much faster.

Are your voice messages going unreturned? Do you fear that your messages and email are simply being Deleted? Take a self analysis. Do a SNAP Check

Don't be DELETED. You're better than that.

Affirmation from Unlikely Sources

The other day I had lunch with someone who's been attempting to connect with me for a while now. It's funny how fate works. Appointments had been scheduled only to be cancelled due various reasons. This happened time and time again. Most often I was the one needing to cancel and reschedule. That's just the way things go.

During our lunch conversation I was affirmed. Some days it seems like you beat your head against solid block walls wondering if the message is getting through. His affirmation whisped in like a spector of a ghost.

"...I can teach processes".

My lunch acquaintance also manages people. He had asked me what skill set I interview for. I proceeded to give him the list of attributes I attempt to uncover. He agreed with me, however challenged me to seek harder to uncover that inner drive that great sales reps have. (Side Note: It's interesting that we both seem to think there's any underlying insecurity that powers that inner drive. Also, we both are insecure and from that insecurity find our drive.)

Anyway, back to his affirmation...

"...I can teach processes".

My brain screamed out, "Really! Can you? I'm not so sure".

He proceeded to share with me his philosophy - a philosophy not unlike the sales philosophy used when working with customers.

1. You have to earn the right
2. You have to build the relationship
3. You must role model the success you expect
4. You must hold yourself accountable to the same expectations you have for them
5. The way you frame the question is important
6. Black & White is alway better than Gray
7. Follow through on your promises/commitments.

Interestingly, simple management ideas. They put the focus on you instead of them.

"...I can teach processes".

Random Thoughs/Questions:

1. If I expect the team to plan their day/week/month, my calendar must be planned. Do they know that I plan?
2. If I expect them to document Opportunities/Prospects, am I doing the same? Do they know that?
3. How am I coaching? What questions do I use? Do I point out flaws or encourage? Which is best? Does it differ by person?
4. Am I clear in my communication? If not, do they feel comfortable enough to approach me for clarification?
5. Do I follow through on my promises to them? If so, do they recognize that and do they care?
6. Have a earned the right?
7. Have a built the relationship?

If they have the internal drive, can I teach processes? Yes, I can teach processes - and because of it we'll both grow!

From Their Perspective...

Do you think like your customer? Do you put yourself in their shoes in an attempt to anticipate what actions they might take to the words you say or messages you type? Do you really know what's going on in the mind of your customer or prospect?

Our Sales Study Group will be holding our first meeting soon. We're going to be studying Jill Konrath's book, Snap Selling.

In her first chapter she composes a letter from your customer. It's so good, I felt the need to share it with you:

A Candid Letter from Your Customer

Dear Seller,

    I only have a few minutes, but I understand you're interested in selling me something. As far as I'm concerned, that's pretty self-serving.
    The truth is, you have no idea what my life is like. You may think you do, but you don't - and you need to if you're going to get my business.
    I got to the office early this morning so I could have some uninterrupted time to work on a project - something I can't seem to squeeze into the normal business day.
    By 9:00am, all my good intentions were dashed when my boss asked me to drop everything in order to put together a head-count reduction plan. Revenue slumped last quarter, and we need to cut costs.
    Then Engineering informed me that our new product won't be available for the upcoming trade show. Sales will go ballistic when they hear this. That's the last thing I need to have happen.
    Get the picture? Welcome to my world of everyday chaos, where as hard as I try to make progress, I keep slipping further behind. Right now I have at least 59 hours of work piled on my desk. I have no idea when I'll get it all done.
    Did I mention email? I get over 150 each day. Then, add to that a least 30 phone calls from sellers just like you who'd "love to meet with me."
    In short, I have way too much to do, ever increasing expectations, impossible deadliner, and constant interruptions from people wanting my attention.
    Time is my most precious commodity, and I protect it at all costs. I live with status quo as long as I can - even if I'm not happy with it. Why? Because change creates more work and eats up my time.
    Which gets me back to you. In your well-intentioned but misguided attempts to turn me into a customer, you fail woefully to capture and keep my attention. Let me be blunt: I don't care about your product, service, or solution.
    I quickly scan your emails or letters looking for any self-promotional talk that glorifies your offering or your company. The minute it jumps out at me, you're gone. Zapped from my inbox or tossed into the trash can. Say it in your voice mail message, and I delete you immediately. Delete, delete, delete.
    When you spend an entire meeting blathering about your unique methodologies, great technology, or extraordinary service, my mind wanders to important tasks that need to get done. Sure, I even occasionally check my BlackBerry for messages while you're speaking. But you would too if you were in my position.
    I'm not always like this. Occasionally a savvy seller captures my attention, entices me to meet with them, shows me why I should change, and then makes it easy for me to work with them.
    What are they doing? They're completely focused on my business and the impact they can have on it. That's what I care about - not their pitch.
    If you focus on helping me achieve my objectives, I'll listen to you all day long. But you can't rope me in with the good stuff, then slip back to that trash talk. If so, you're gonzo.
    Make sense? I hope so, because I'm late for a meeting and while I've been writing this, the phone's been ringing off the hook.

Best Regards,

Your Customer

 



 

You cannot keep doing things the way you've always done them. It's time for a change.

Habit or Apathy?

Do you have pet peeves? Things people do or say that really bother you? Be honest. You do and so do I.

Over the past couple weeks I've heard multiple phrases that basically say the same thing. These phrases really bother me. They've become a pet peeve.

"I'm just too busy..."

"I don't have time..."

"You did suggest that and I agree that it's a great idea, but honestly, I forgot"

I hear these phrases when posing certain questions: "How's 'X' project coming along?" "Are you investing in improving your selling skills?" "Did you follow up with the customer like you told them you would do?"

What do I hear? Excuses.

What do excuses provide you? The negative answer to that question is: A way to save face and get out of a uncomfortable situation in which you know you blew it. The postive answer is: An opportunity to get better!

Are your excuses a habit or simple apathy?

Merriem Webster defines both:

Habit

1. a: a behavior pattern acquired by frequent repetition or physiologic exposure that shows itself in regularity or increased facility of performance
   b: an acquired mode of behavior that has become nearly or completely involuntary <got up early from force of habit>

Apathy

1. a: lack of feeling or emotion : impassiveness
   b: lack of interest or concern : indifference

A habit is physical pattern that you can change. Apathy just means that you really don't care. However, it to can be worked on. It's a mindset.

 

The best news is: You can change both. It takes work - both physical and mental - but you can change your habits and your mindset.

 

Today, while reading Flipboard articles on my iPad, I cam across this beauty of a blog post by Harvey Mackay. It's titled: It’s About Time To Improve Your Time-Wasting Habits. You can follow the link to read the entire post. Here's some key take-aways:

 

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Many years ago, a management consultant named Ivy Lee was called in by Charles Schwab, chairman of Bethlehem Steel Company, to give him advice on how to better manage his time. After observing Schwab for several hours, Lee gave this advice: “Every evening write down the six most important things that must get done the next day, and list them in order of importance. Don’t begin item two until item one is complete.”

 

Do you complain that you never have enough time? The reason may be that you’re wasting it, because you haven’t figured out how to use it well. Here are some ideas to get time on your side:

• Begin your day with a plan. If you have no plan on how you’ll tackle your workload, you’ll end up battered by competing demands. Manage your time better by doing the right things, not by doing the wrong things faster. At the end of your day, make a to-do list for the next day, so you can be productive immediately in the morning.

• Prioritize, don’t procrastinate. Many people like doing the easy things first and saving the harder things until the end. But what if those harder things never get done, or there are emergencies that come up. Your plan should be prioritized by order of importance. Bottom line, make sure the important things are getting done.

• Take on what you can reasonably handle. Sometimes it’s hard to say no, but be careful not to let your work pile up, causing you to miss deadlines. This can lead to poor performance and unnecessary stress.

• Tidy up your workspace. Studies show the average American worker is a disorganized mess. A minute here, a minute there spent looking for stuff can add up fast. A messy desk wastes time and adds to your distractions. Organize and get rid of the clutter.

• Focus. People lose so much production because they can’t stay focused or they are continuously distracted and interrupted. If you are able to maintain your concentration, you will be amazed at the amount of work you can accomplish.

• Get adequate sleep. Lack of sleep increases your stress level and intensifies feelings of lack of control. You’ll spend time at work wishing you weren’t so tired. You also have a harder time focusing on the task at hand, which leads to a major time-waster: having to redo projects.

• Take a break. Get away from work. Eat lunch away from your desk. Take a walk around the block. A brief breather recharges your batteries and keeps you more productive

 

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Ask yourself - Habit or Apathy? Make a plan to change. Take the opportunity to improve!