Confucius said: “Life is simple, but we insist on making it complicated.” Why is that?
There are many times during a session of The Action Suite I get: “Joe, it can’t be that simple.” to which I reply: “Yes, it truly is.”
There are so many out there in the area of sales that are expounding all sorts of techniques and tricks as well as manipulative ways to get to the bottom of what the prospect may be thinking or feeling. Here is a thought; ask.
As most of you know, I am a voracious reader and I love to read business books primarily to do with leadership and business development.
I recently picked up a book on a new sales program and how to implement it. With most of these books, I can glean a nugget or two and think about it how it can enhance my own program. This book, not so much.
However, I took the book and read the part where it stated what you should do if someone asks: “What do you do?” After reading the two paragraphs to my group in The Action Suite, there were some interesting reactions.
Have you ever had a conversation with your significant other and as they are speaking you make a decision on what they are speaking on, hoping the one-sided conversation will stop, only to find it continues, regardless of what you said? It was like they did not hear you.
How about the time your kids were insisting on something and you replied: “No.” However, they continued on making their case and hoping that with the consistent badgering, you will actually give in. Again, were they even listening?
You had a great presentation. All of the decision makers were present. It has come to an end and the decision is about to be made. Unfortunately, the decision is ‘no.’ Now what?
Frustration, disappointment, desperation, hurt and even anger may be some of the emotions that may be crossing your mind at this point. If any of those are true, I am going to let you in on a little secret; they can see it. Your body language, tone, and even words will clearly show how you feel. If you let them know how you feel, you have lost. The reason it one of the truisms of business: “Those that show emotion first, loses.”
You have planned for a couple of weeks. Put everything in place for a very important meeting with a major prospect including travel and accommodations as you will need to be there the night before to be able to meet them on time. Then you get the call: “Hi. I will be coming over to your town and would like to meet Tuesday instead of Monday.” All you can think is: “But, I had everything arranged for Monday in their city.”
“Now what do I do?”
This is where your versatility and mind has to shift because of an unexpected event.
I love this time of year. Not for the sunshine, singing birds and the warmth of the summer months coming, but rather, for the lie that everyone tells themselves about sales for this time of year.
The lie that says: “No one buys during the summer.” or: “Everyone is either on holidays or thinking about their holidays and not the business.”
If only those were true. However, how many of us fall for the great summer lie? This time of year could be the most productive time of the year for you if you change certain behaviors which will take you from salesperson to sales professional.