Attract the Right Job or Clientele
A few of my friends and I have one trait in common; we are too trusting. But sales and goal setting save the day by attaching timelines to each activity. Should something not appear to be achievable by the date set, then investigative work is done to uncover where a fix is needed.
The worst direction is not to be moving at all but instead, standing still. Moving backward allows one to recognize where improvement is needed. And with the right action taken, progress may once again be seen.
The person who seeks best practices and new thought moves forward.
My Story
When a project delay sets in, I do my best to understand the circumstances that led to the disappointment. Sales taught me to use the person’s original words as a reminder of the promises originally made. I then ask for updates and how the person will resolve the problem.
Most often circumstances beyond control get in the way, but with keen attention to detail, everything resolves. However, it is those occasional replies that give me an intuitive feel that something isn’t quite right. A previous blog, Motive Leads to Truth, comes to mind.
Two indicators give me pause for concern:
Ego over matter
The proper approach for addressing something that did not complete as promised is, to begin with, “I’m sorry” or “I’ll fix it right now.” Telling people, you are busier than ever does not help the situation.
Cover up with technical jargon
We each enjoy our unique talent, and it is unrealistic for everyone to be familiar with the industry jargon. Some people use verbiage to impress versus explain to boost their ego and look more important. When someone speaks down to me this way, I speak up!
The improved sales approach is to converse as an equal with everyone. Each person has something unique to share. When the conversation develops with a collaborative mindset, it becomes far more productive.
Your Story
Think back to the time someone spoke down to you or failed to live up to promises. How did they make you feel? Should your answer be, “miserable,” then pledge never to do the same to someone else.
Consider the following three actions to take in the future:
3 Steps for Mishaps
- Notify ahead of time that there will be a delay, and apologize.
- Provide credible reasons why the postponement will take place.
- Ask for an extended timeline with a commitment that you will be punctual.
Those who continue to make the same error, such as speaking down to others, find themselves standing still. Over time, most people will leave their circle of influence. It is those who recognize an error that may initially move backward, but with a quick fix find themselves picking up momentum once again.
The next time a test arises for fixing a problem, observe your performance and how well it is received. Use this as ground zero for moving forward more quickly.
Sales Tips
- Listen to all commentary.
- Be willing to learn from all feedback.
- Make improvement where needed.
- Be open to new ideas.
- Treat everyone as equals.
- Explain your industry specific verbiage for clear understanding.
- Ask others to clarify the meaning of their jargon.
- View each conversation as a collaborative effort.
- Should someone speak down to you, make time for an improved match.
- Celebrate Success!
Following these guidelines will lead you to the Smooth Sale!
P.S. Send us your sales related questions to elinor@smoothsale.net.
Inquire about inspirational/motivational speaking for your next event and sales training.
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