Everyone that has followed me, either through my blogs, Podcasts, or, even YouTube, have heard me talk about ‘walking your talk.’ People have asked me if that only applies while being involved in their business world. Of course not! ‘Walking your talk’ is your ‘integrity’ and is what you are.
What is integrity? The dictionary defines it as ‘the quality of being honest and having strong moral principles; moral uprightness.’ Synonyms include; virtue, decency, fairness, sincerity, truthfulness, and morality.’
The challenge which most of us in sales have is that we make simple things hard. We take a look at a concept, or new idea and think: “It can’t be that simple, can it?” Not only is it that simple, but it is also easy. We further complicate the process by again saying to ourselves: “Let me see if I can actually find the way to do this.” Therefore, making it harder than it has to be.
Last week I was fishing off Port Renfrew located on the West Coast of Vancouver Island North of Victoria. It occurred to me while out on the boat, very early in the morning, the metaphor that is used many times in business; ‘fishing for clients.’ This analogy may bring some clarity about why you may not be ‘hocking’ the clients that you may be going after.
There is no doubt that there has been a steady increase in the individuals involved in making any kind of decision in most businesses. There are now more committees or boards that have to be somehow integrated into the decision making process. According to CEB, a global best practice insights company, there is on average 5 people that have to formally sign off on purchases. With this in mind and with the fact that you are paid on the ability to get the prospect to make a decision, purchase or not, does it not make sense to have a clear understanding on how that decision would be made?
During a recent session of 
“I got a referral!” Not so fast! Before you celebrate, do you know what to do with that referral? You’re probably sitting there thinking: “Sure, I’m going to call them up and make an appointment and get a new client.” Again, I say: “Not so fast. Are you sure that is the best way to proceed?” I bring you back to why people in