Prospecting System
Have you ever heard of system thinking or checklist thinking? I think you should have a checklist for everything meaningful in your life. What more powerful tool can you have than the effective mechanics of how to do something?
Posts
Are You In Your Element?
Sir Ken Robinson wrote a book called “Finding Your Element” that I recommend to all sales leaders I work with. You can find it here.
The essence of it is that all of us have that specific area that we are uniquely competent in. (Dan Sullivan, The Strategic Coach, calls it your “unique ability.”) Robinson says it’s where “natural talent meets personal passion.”
This notion came to mind recently, when I watched a series of sales presentations given by a sales team. They were presenting their 2015 Business Plans, which by the way, is an awesome way to give people practice at presenting as they work through plans.
I see the mistake lots of sales leaders make which is putting people in roles where they fail to use their element. While impossible to spend 100% of our time in our element, it’s useful for leaders to do a quick assessment on each of your people – to see where their strengths are.
And then ask the question: Are we using him/her in the best possible way?
And if not, what do we need to do to make sure they are spending more time in their element?
In my coaching practice, I often get asked to turn someone into a top sales performer. But if it isn’t their element, it’s a waste of time.
So do a quick survey on your people and come away from that with a plan of emphasizing people spend more time doing what they’re naturally great at.
Off Track Thinking
Have you ever felt derailed? What is the track you are on? What do you want out of life? If you can determine what your track is, it is much easier to obtain your goals.
Fallen Short Of Your Vision
As you look at your life, have you fallen short or gone beyond the vision you had for yourself? If your vision is clear, you are much less likely to fall short. It’s time to take charge of your life.
Going All The Way
Are you Going All The Way With Your Sales Message?
Or, are you dancing at the margins? It’s time to get in the game with delivering your unique message!
Old Model vs. New Model
Sometimes our success has less to do with our actions – and more to do with the model that we use to see our opportunities.
The 3 Conflicts
It is said that great leaders are effective when they can remove all impediments to success. In your personal affairs, there are three conflicts that might be roadblocks to your ultimate success.
Mindset and Mechanics
A client of mine, after a two day event, asked me to summarize all 16 hours into one page. I’ll do better than that. Here it is in two words.
The Pivotal Concept That Governs All Sales Actions
Of all the concepts that we teach in our sales development firm, this has had the highest impact on people’s results and confidence.
We start sales training classes with a very simple question: “What is the intent of a salesperson?” Almost everyone misses it. They say:
- “It’s to sell.”
- “It’s to get the deal.”
- “It’s to be credible.”
- “It’s to make money.”
- “It’s to make quota.”
Our next response leaves them gasping for air…
Your intent is no longer to go out and get deals. Your intent should be to help the prospect identify, reveal and fix his/her problem, even if he/she decides not to use you to get it fixed. Read more