Sometimes, the relationship between seller and customer goes bad. Small mistakes grow into tension and the relationship starts to sour. In this case, it doesn’t matter who’s right or wrong. You must be the leader who initiates a two-way dialogue.
This is the final episode of our three-part series about the book Stop Selling & Start Leading, and we talk about connections and two-way dialogue.
Our first episode on Monday was about building trust and innovating as sellers, and the second addressed innovative sellers and their role in successful sales processes.
Even if you don’t listen to them in chronological order, listen to all three episodes so you’ll have the tools to move into a role as a sales leader and business advisor.
You worked hard to bring that client on as a customer. You promised all kinds of things, but you disappeared after the handoff.
Even when everything is going well in the transaction, sellers will notice your disappearance.
Ideally, meaningful connections survive long beyond closing the deal if you foster the relationship, and there are countless ways to do it.
Send your customer a birthday card; stop in to see how he’s doing; call to check in; send a message on social media when you see something that makes you think of her.
Better yet, recognize when your client achieves excellence. Find out when people in the company get awards and acknowledge the effort.
If, for example, one of my previous clients learned of my intention to launch a new podcast and reached out to congratulate me for it, that would be meaningful to me. It represents their acknowledgment of my work, and I’d appreciate it.
When relationships deteriorate, both sides lose money. When both sides come together to address the problem, solutions often emerge.
Stephen Covey, in his book The 7 Habits of Highly Effective People, teaches that you must first seek to understand others. Once you understand their point of view, you can explain your own.
Be transparent. Show respect. When someone makes a decision you don’t agree with, don’t play the victim.
Understand your customer’s strategic plan as well as the impact of your decisions on your customers.
Be open to your customers’ ideas and get rid of the “us and them” mentality. Ask yourself what you can do to help them, and be humble.
In some cases, your initial efforts at resolution may fail, and some people might be tempted to walk away from the relationship.
Address issues head-on, and act like a leader. Change your thinking from a belief that you’re simply a salesperson to a belief that you’re the CEO of your territory. Help the business grow by mending broken relationships.
“Extraordinary performance isn’t possible unless there’s a strong sense of shared creation and shared responsibility. Exemplary leaders make the commitment to foster collaboration by engaging in these essentials.”
Grab your free excerpt of the book here, and view the SlideShare that explains many of the leadership principles you need to stop being subservient to your customers. If you prefer, download the SlideShare so you can refer back to it.
Check out the Video Jungle podcast, which teaches you how to utilize video to stand out from your competition. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.
Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based on research and interviews with buyers, the book provides a blueprint for sales professionals. Read an excerpt of the book here. Grab your copy of the SlideShare.
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This is the last of the three-part series of Sales Healthy in getting started with this upcoming new year, 2015, as we talk about things we can do to get started and to see some success, goals and visions we can implement.
Just a quick recap, in our first episode, we talked about just getting started. The second episode talked about FOCUS and setting incremental goals.
Now the third part is all about:
Results will come over time after doing the proper thing over and over and over again.
But before anything else, I want you to know that this marks our 100th episode. We’ve been around for one full year. Woohoo! We’ve had awesome guests on the show and we’ve gained a lot of great connection with you so THANK YOU!
Now going back to the third part of the Sales Healthy series…
Full disclosure here >> Once when I started running, I was looking for results the minute I got done. Sounds stupid, I know. But a lot of us actually do that, don’t we?
We try to find instant results or instant gratification immediately. We want to see immediate results. We want to see changes at that very instant. Duh! Of course not. You won’t see any difference right away.
Generally, you won’t see big results after running just one day. Results come over time after doing the activity over and over and over again.
My wife and I went through a beach body workout which is a 21-day fix. Super grueling! We made a plan to get started. (We procrastinated for some time there but we finally got it started.) We focused. (I tried to bite off way more than I could chew and wanted to go overboard on these exercises.) But the most important thing I realized is that results come over time of doing the proper things over and over and over again.
After 21 days, we really saw a difference. I started seeing results. I was getting leaner. I was following the workout plan and the eating plan. And things were just awesome. But it came over time.
The same goes with SALES.
Implement the sales principles you learned over and over and over again.
With sales, you set goals. And you have all these resources in line which you think are going to help you out achieve your goals. And so you think you’re carrying a silver bullet with you. But it’s not the silver bullet that’s going to solve your problem right away, but it’s the practice of those right principles and all the things you learned from this podcast or the books that you read or people you interact with or with other colleagues.
Over time, keep on doing the right thing and you’re going to see the right and amazing results!
The top performers do it over and over and over again.
People I’ve worked with who are top performers, they do something so well and they do it over and over and over again. They are not just winging it. They are practicing things off scene and backstage. They’re prepping up and doing their activities and making their calls, whatever is necessary.
The more you do the right things, the more you see the right results. And the same applies to your business and your pipeline. You must apply things you learn.
My biggest question is: WHAT are you doing to follow through?
Sure you love a certain episode of my podcast, but if I were to follow up that with a question, what are you going to do to apply it?
So, apply it.
Be consistent at doing that.
Go forward and set up those plans.
My biggest key takeaways from this three-part Sales Healthy series:
Get started on whatever you have planned. Whatever goals you have for 2015, just set the plan. Get it written out. Get started. Then, focus.
Focus on that goal, vision, plan or map. Set your incremental goals. Set strategic, realistic ways that you can accomplish those goals.
It takes time. Don’t get down if you don’t see results right away. Keep working at it. It takes that proper activity over and over and over again.
Start this year with a bang! Start going forward. Don’t stop. You got 365 days that you need to push forward through. Work every single day and keep going. Great things can happen for you. Great things will happen for you!
It’s the fundamental and basic principles that generally drive results. People overlook them because they’re too basic. But follow and go through doing the basics and you will see amazing results.
This is part two of what I have learned from my crazy running experience, which actually ties into the concept of sales. And I think this would be an opportune time to discuss this matter considering how we all love to make New Year’s resolutions and goals for the coming year. And so you set some resolutions and goals year after year, but the real question is – are you making them happen? Are you accomplishing your goals? Or do you end up pushing yourself too much?
So the second principle that I’ve learned from my little run last week is this:
Focus and setting incremental goals.
When you haven’t run for some time and then you pick up running again, you have to work your way into it. My house is about 2.5 miles away from the ocean. After some time that I’ve put off my running shoes, I decided to get back into running and so I ran. I hit a mile or so just to get started and then pushed myself to go a mile and a half. Then pushed myself further to go all the way to the ocean. And so I did! I did end up at the ocean. But I didn’t see the exhaustion coming. I was too tired to run back home so I ended up walking.
And so looking back from that experience, here are some things I’ve learned that also ties into setting sales goals.
1. Do small amounts.
Sometimes we bite off much more than we can chew. You’ve got all these goals, but sometimes that’s not the best thing to do. You need to push yourself of course, but don’t go out and try to do more than you can handle. Do it in incremental amounts.
In my running experience, when I “failed”, where I got to the beach and I couldn’t make my way back, I learned I needed to pace myself and set those incremental goals.
If you want to have 5 opportunities that week, what are you going to do to get those? Set those goals and once you can accomplish them, then you can increase in small increments and aim for getting 2 opportunities a day.
2. Set realistic goals.
Set goals that you can accomplish. Push yourself but don’t make them unrealistic.
Don’t put yourself up for a failure with unrealistic goals. Set goals that are going to make sense, meaningful, can be measured, and that can drive results to you and your organization.
3.Make a clear path for your goals.
What are you going to do to accomplish that goal?
Whatever it is, set those incremental goals and work towards it.
The last thing you want to do is push yourself further than you can go, get burnt out and then you feel like you failed.
Put plans behind your goals, be it, numbers, names, etc. or whatever path you can draw behind all of that. With running, I know exactly what path I’m going to take and where I’m going to go, so I know I can have the best results.
Set up your path. Lay out your plan so you know where you’re going and how you can accomplish what you’re going after.
4. Focus and apply the 80/20 principle.
Don’t try to go after every industry. Focus on the industries that are best for your business, ones that will give you greater results. Focus on the things you can do 20% of the time to gain 80% of the return. Don’t do time consuming activities that don’t yield the results you are planning to accomplish. You want to gain greater results not greater failures.
Focus. Focus. FOCUS!
Well, tell me more about your goals. Do you have plans to accomplish BIG THINGS in 2015? Share with me you’re winning strategies. I am excited to hear about them! Remember as always, I want you to go out and DO BIG THINGS!
As the New Year starts we tend to start off a list of resolutions that we want to accomplish for the coming year. During this episode I will share an experience I had, just last week, on how going out for a run and getting in the exercise mode related to setting sales goals.
Over the next three episodes, I will layout three important things you need to do, in order to get sales healthy goals going for 2015. Each episode I will present a principle that you can apply for the new year and how to implement it.
During this episode I layout:
During our next episode we will go over the next principle you need to do to start off the new year right!
Reach out to us on Facebook.com/TheSalesEvangelist and share how you will start out the new year.