Welcome to Fearless Leadership!
Today I talked with a friend who is a Senior Recruiter with an Executive Search firm that specializes in Sales Management, and we discussed the incredibly stupid behavior of many salespeople. Sales or Account Managers who are so stuck in their ways and haven't yet figured out the way to a client's heart and budget.
What does this have to do with Fearless Leadership? We are always selling one thing or another (or ourselves) in nearly all professional interactions. "Sales principles" can apply to many situations - management and leadership development, board meetings, budget meetings, strategy execution, performance evaluations, etc.
How do you sell successfully? Easy - just use your common sense....Ok, pretend I am your potential client:
- Put yourself in my shoes. I am always amazed at how many sales people forget this simple rule. Why would I buy from you if you're not even making an effort to understand my side of the business, or my perspective?
- Be sincere! Simple but effective. What have you got to lose? Drop the fake stuff, it's not working anyway and I can see right through you (even on the phone, trust me...)
- Be honest. If you don't know something, say so. Say that you will get the information, but don't try to bluff or wiggle your way out of the situation by providing the WRONG INFORMATION. Don't you think it will come back to bite you in the butt?
- Please do not use the same phrase over and over like "our unique approach".....Unless your approach is REALLY unique (rarely the case these days)....and even then - it's enough to say it ONCE. Nothing turns me off like canned sales conversations...I've heard too many of them.
- Good salespeople partner with me. You find out what my situation and pain points are and provide me with information and options - and be sure you are not telling me something I already know. Nothing turns me off like someone who treats me like I have never been to a website before and researched your products and the products of your competitors. I mean - what are you thinking?!! Seriously....
- .....and most of all: SHUT UP! Listen and process the information that I, your client, am providing you with. Ask focused questions. I am not interested in the fabulous solution you have for me if it doesn't match my needs or doesn't help me solve my problems.
- Be FEARLESS...Honestly - what have you got to lose? You have everything to gain by treating me with respect and as you would a business partner. Don't be afraid to walk away from the conversation with "NOTHING"! You will earn my respect and confidence by giving me the space I need to reflect and think about our conversation. I may come back to you within a short time - or much later - or I may recommend you to someone else. Your chances of doing business with me INCREASE tremendously when you show me your confidence.
More to come soon...
Be fearless!
Happy Weekend,
Bettina
2 comments:
Well, I’m sold! Confident, good listener, get's me, and genuinely helpful - where do I find him?! But seriously, in my experience as a manager of organizational development - as well as Joe Customer - this is spot on. I do think the degree to which you can target those qualities in the hiring process determines in large part the success of your sales team. Again, how do we find these people?
Excellent blog debut, Bettina. I will look forward to reading your wisdom on Fearless Leadership on a regular basis.
Terry
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