For a long time now I have had the belief that competitions, whether physically competitive like a sporting event or a business scenario, are won or lost before the game begins. Many studies have been done on mental preparation, the inner beliefs people have and how it affects an outcome. You may have also heard of the techniques of Neuro Linguistic Programming or NLP, which has to do with conditioning the mind to achieve and anticipate results before you have them.
A basketball team put this into use a few years ago. The team was split up at practice and one half spent a certain amount of time on free throws and the other half spent the same amount of time mentally picturing making free throws. The half that did the mental exercize increased thier accuracy dramatically more that the half that physically practiced. It is not a waste of time for us to take a little time to mentally picture ourselves going through a sales call or series of sales calls to get to a result.
Here are 5 steps that will help you achieve results today. Think of them as sort of a mental warm up and use them in professional and social situations. It can be fun and you’ll be amazed at how things can change more quickly than you previously imagined.
1. Envision what you want:
Initially determine what you what result you want. Get a clear picture of the end result you want and the steps leading up to it. The more clear you are on what it is you want, the clearer the results will be. Have realistic expectations of what you will achieve too. And then, when things start looking like they may not work out of something changes or the going gets tough, you must go back to what you envisioned and keep that clear picture in your mind. So, make a clear picture of what you want and how you are going to achieve it. Then, finally, get crystal clear on “why” you want a particular result. This will help you stay the course when (not if) challenges arise.
2. Manage your confidence level:
Only you can control what goes on between your ears. When the difficulties arise and the vision becomes blurry, refocus on the why of your goal, and get back to a level of confidence that you will need in order to continue. For some, this will be easier than others. In sporting events such as football or hockey, the announcer will say that one team or another has the “momenteum”. This is nothing more than a belief that they can dominate the other team and win. Manage it by controlling your thinking to EXPECT the best result.
3. Think one step at a time :
When I drive to a destination, I think of where I am going. But I start by getting in the car and leave my street, and turn on the route that will get me to where I want to wind up. This is also true in a sales process. Yes we want an ultimate result, but don’t lose sight of the steps that lead to the destination or take short cuts in understanding what the client is after. Make sure that you are thorough every step of the way and build value as well as gain agreement with the customer along the way.
4. Rely on your skills:
If you have been in your field for a while and have been through various trainings, seminars and the like, you have developed skills you can draw upon to help you methodically recognize what the client needs (from their perspective) and how to line up what you have with what they need. It is a lot more that just a few phrases or buss words. It is a deep understanding of what you offer and how it has affected other companies who have it. Make it relatable to them. Use the tools of the trade to put yourself in the best possible position as it relates to when they need.
5. Get butterflies flying in formation:
You may get nervous prior to a big presentation, but the key is to get the butterflies flying in formation. Convert that energy into conviction and passion that people can relate to. Make it the determination to be persuasive to a client or prospect.
Use these keys as your mental warm up before meeting with a client and as you draw your roadmap in going through a process with a client. I have found them useful and I hope you will too.
Ignite your passion…
Sunday, September 26, 2010
Sunday, September 12, 2010
Sense of urgency
"Urgency" is defined as: a force or impulse that impels or constrains; In some sales cycles we need to convey this to prospects. We must be able to communicate in terms they can relate to and tie ourselves to how we can help them. Demonstrate reasons to change and an urgency to move now. In order to accomplish we must be able to position our solution in a way that it doesn’t make sense not to move forward.
About a year ago, I met with a company that was doing business with a competitor of mine. Initially, they told me they were satisfied with the competitor. But after a series of targeted questions, I saw some ways I could help improve what they had. Then after second and third level probes, i found a number of deficiencies that was preventing them from accessing critical data necessary to making high impact decisions. First, I showed them how I was going to solve the problem. Then, positioned it in a way that made the old system unacceptable. In effect they saw, through the filter of the new solution, that they could not go back to the old way of doing things. A year later, they have the new solution in place, problems are solved, they have the data they need, and they are finding time to focus on jobs that are top priority.
Companies are run by people and people get complacent and can learn to adapt to inferior technology. We have a great opportunity to appeal to the intellect, logic and business sense of executives and help them see the new way of doing business.
Following are some ways we can help move things along.
- Know why they must make a change now (from their viewpoint): Learn their language, study their style, understand what motivates them, and feed all of this back to them in terms they relate to.
- Set realistic expectations: Maybe we all have been guilty of overpromising and under-delivering when close to closing a sale. The times I have done it was a result of overexcitement and being zealous. Passion and excitement are vital, but season it with wisdom and experience and frame things in their proper context. One thing this does is help garner trust with the company we are dealing with because we are not simply being “yes men”.
- Deadlines & next steps; Always have a next step and be constantly reviewing timeline and next steps. This will keep you on task and have them buying into the process. You have to keep them buying into what you are doing.
- Paint a clear picture of what “better” looks like; This is important as it allows us to let them envision the new solution and help you shape how they see it working for them. You are helping them shift the paradigm of what they expect from the solution they are using.
These should make a difference in sales cycles and keep you focused on specific areas where you are adding value. In reality there are going to be times when it doesn’t make sense for a customer to buy what you are selling, or maybe take shortcuts because we see an easy sale. Not the case. We always must be looking for how we help and are clear on the value we bring.
One last thing I will add is that we cannot just go through these steps, but we are to be convinced that we truly are offering something that adds value and that we have the best possible solution and that we are the ones to bring it to them. If you are not, either learn your product more thoroughly or else go and sell something you do believe in. It’s that simple.
To your success, and Ignite your passion.
About a year ago, I met with a company that was doing business with a competitor of mine. Initially, they told me they were satisfied with the competitor. But after a series of targeted questions, I saw some ways I could help improve what they had. Then after second and third level probes, i found a number of deficiencies that was preventing them from accessing critical data necessary to making high impact decisions. First, I showed them how I was going to solve the problem. Then, positioned it in a way that made the old system unacceptable. In effect they saw, through the filter of the new solution, that they could not go back to the old way of doing things. A year later, they have the new solution in place, problems are solved, they have the data they need, and they are finding time to focus on jobs that are top priority.
Companies are run by people and people get complacent and can learn to adapt to inferior technology. We have a great opportunity to appeal to the intellect, logic and business sense of executives and help them see the new way of doing business.
Following are some ways we can help move things along.
- Know why they must make a change now (from their viewpoint): Learn their language, study their style, understand what motivates them, and feed all of this back to them in terms they relate to.
- Set realistic expectations: Maybe we all have been guilty of overpromising and under-delivering when close to closing a sale. The times I have done it was a result of overexcitement and being zealous. Passion and excitement are vital, but season it with wisdom and experience and frame things in their proper context. One thing this does is help garner trust with the company we are dealing with because we are not simply being “yes men”.
- Deadlines & next steps; Always have a next step and be constantly reviewing timeline and next steps. This will keep you on task and have them buying into the process. You have to keep them buying into what you are doing.
- Paint a clear picture of what “better” looks like; This is important as it allows us to let them envision the new solution and help you shape how they see it working for them. You are helping them shift the paradigm of what they expect from the solution they are using.
These should make a difference in sales cycles and keep you focused on specific areas where you are adding value. In reality there are going to be times when it doesn’t make sense for a customer to buy what you are selling, or maybe take shortcuts because we see an easy sale. Not the case. We always must be looking for how we help and are clear on the value we bring.
One last thing I will add is that we cannot just go through these steps, but we are to be convinced that we truly are offering something that adds value and that we have the best possible solution and that we are the ones to bring it to them. If you are not, either learn your product more thoroughly or else go and sell something you do believe in. It’s that simple.
To your success, and Ignite your passion.
Monday, September 6, 2010
The more things change…
Nothing stays static in life and the same is true in business. Things are ever changing and status quo is a recipe for disaster for companies today. Look at the IBM’s, GM’s, and to a degree the software giant Microsoft. Microsoft finds itself chasing Google because they are being left in the dust. One of the things these companies have in common is that they did not respond quickly enough to the what the consumer needs. For instance, IBM kept on building mainframe computers and did prepare for the demands of the personal computer needs the way companies like Dell did. GM, just kept on building cars and were more focused on internal issues and production that they lost the connection with the end user and were upstaged by Toyota and other automotive manufacturers. This is mainly because the forign manufacturers, especially the Japansese, refined their cars every year and made dramatic improvements as well as made cars that people would want. And Microsoft is chasing Google because they are constantly adapting to what the end user wants and how they want it - better than anyone else.
The point is, if businesses are to stay on top of things, then they have to re-invent themselves and adapt to changed in the market. Which brings me to a couple of great ways we can also adapt.
- Anticipate: We must also anticipate changes happening in the industries we are calling on. Every industry, and even every company goes through changes and challenges that can create opportunities for them. If we can be on the front end of the evolution, then we can truly serve as more than a sales professional, but a trusted advisor and therefore add tremendous value to the companies we call on.
- Paradigm shift: Some companies, (when I say companies, let’s not put a faceless label on a corporation but remember they are run by people) are not as progressive as others to adapt to newer technology and updated methods of doing business. A percentage of companies embrace technology, other trail slightly behind the curve, and still more lag behind and just do things because that’s how they have always been done. For the latter it is truly difficult for them to see the impact of something different. And that is how we can step in as a change agent and help them shift their paradigm to get out of their old rut to al least consider the impact of a more updated solution. This must be done with great skill and concern for the people behind the company and it is done by painting a clear picture of what the new way of doing things would be for them and how it will improve their life. Help them put on a pair of glasses that magically helps them see into the future and see things through the filter which you make for them.
- Innovate: Help align with a company’s objectives and the vision that the executives have for growth, expansion, cut-backs’s, or whatever they are trying to achieve. Show them how you can help them innovate, develop, and capitalize on the opportunities that are out there in the marketplace. The companies that are able to innovate will come out on top. Look at how Apple has made a niche that everyone is trying to copy. I just on an iPhone and I see why everyone is playing catch up. They are not focusing soley on the Mac computers, but are realizing new found ways to give people what they want. And while your product may not be the iPad, iPhone, or the iTouch, if your solution or product helps them be more efficient, then show how it will help them focus on what they do best.
One of the toughest things to deal with is a sales process that leads to a “no change”. Sometimes it is beyond our control, but if we focus on the aforementioned principles, we should have a better chance of positioning ourselves, our solutions, and the benefits of the product. And also, how it will help them realize unforeseen potential that they may not realized is there.
We need to develop ourselves, our intellect, our language to relate to our customers in a way that they can relate to and in a way that makes them want to take action now.
To your success,
Ignite your passion
The point is, if businesses are to stay on top of things, then they have to re-invent themselves and adapt to changed in the market. Which brings me to a couple of great ways we can also adapt.
- Anticipate: We must also anticipate changes happening in the industries we are calling on. Every industry, and even every company goes through changes and challenges that can create opportunities for them. If we can be on the front end of the evolution, then we can truly serve as more than a sales professional, but a trusted advisor and therefore add tremendous value to the companies we call on.
- Paradigm shift: Some companies, (when I say companies, let’s not put a faceless label on a corporation but remember they are run by people) are not as progressive as others to adapt to newer technology and updated methods of doing business. A percentage of companies embrace technology, other trail slightly behind the curve, and still more lag behind and just do things because that’s how they have always been done. For the latter it is truly difficult for them to see the impact of something different. And that is how we can step in as a change agent and help them shift their paradigm to get out of their old rut to al least consider the impact of a more updated solution. This must be done with great skill and concern for the people behind the company and it is done by painting a clear picture of what the new way of doing things would be for them and how it will improve their life. Help them put on a pair of glasses that magically helps them see into the future and see things through the filter which you make for them.
- Innovate: Help align with a company’s objectives and the vision that the executives have for growth, expansion, cut-backs’s, or whatever they are trying to achieve. Show them how you can help them innovate, develop, and capitalize on the opportunities that are out there in the marketplace. The companies that are able to innovate will come out on top. Look at how Apple has made a niche that everyone is trying to copy. I just on an iPhone and I see why everyone is playing catch up. They are not focusing soley on the Mac computers, but are realizing new found ways to give people what they want. And while your product may not be the iPad, iPhone, or the iTouch, if your solution or product helps them be more efficient, then show how it will help them focus on what they do best.
One of the toughest things to deal with is a sales process that leads to a “no change”. Sometimes it is beyond our control, but if we focus on the aforementioned principles, we should have a better chance of positioning ourselves, our solutions, and the benefits of the product. And also, how it will help them realize unforeseen potential that they may not realized is there.
We need to develop ourselves, our intellect, our language to relate to our customers in a way that they can relate to and in a way that makes them want to take action now.
To your success,
Ignite your passion
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