For a limited time, this Sales Habitudes Overview video will be available on this blog. Hopefully it will provoke some deep thinking about your business development and sales practices.
Your feedback regarding the content and presentation would be greatly appreciated.
(Note that it may take a few seconds for the movie to start.)
I just met with a client who is a Regional Sales Vice President. One of the issues that we discussed was a "performance issue" with sales support at the corporate headquarters. Specifically, they need to adjust their internal processes to meet the unique needs of a few new clients and it is hard "to get everyone rowing in the same direction."
Even after they have been told what to do and why, many of the staff people have difficulty making the adjustments. This is not a "performance" issue as we generally think. The people on staff have good character. They are motivated. They are intelligent. And they care.
This is a Habits issue!
The expected quality and speed of their work has become habitual. In other words, when they need to do a task that they are very familiar with, the basal ganglia is engaged. This is the area of the brain where habits are stored. It basically tells the pre-frontal cortex (where conscious thinking occurs),
"Hey, I got this. You can occupy yourself with something else. I will let you know if I need anything."
Ironically, the very thing that makes the supporting staff reliable also makes it difficult for them to incorporate change. Furthermore, the typical management response is to appeal to reason to fix the problem by making speeches and sending memos explaining why the changes are important.
However, the habitual mind does not learn through reason. It learns through experience and reinforcement.
The habitual mind does not think about what it is doing. In other words, it does not reason, evaluate, or judge. Like a computer program, when it is engaged, it just does what it is programmed to do. To make changes that stick, new processes need to be "experienced" and reinforced through repetition.
When making change in processes that have become habitual, it is more effective to ...
Finally, be sure to show your appreciation along the way by individually thanking everyone for their effort.
More Blogs Posts About Habits
Make Marketing a Data-Driven Habit at Duct Tape Marketing
Nine Sales Habits to Work On in Q2 at IowaBiz
Join a Sales Habitudes Practice Group, Sales Training Designed for the Small Business Owner and Sales Professional in 2009 and JCG Consulting will guarantee a 25% increase in your 2010 sales. Click Here for more information.
Never present something in writing that could be done in person!
The difference is results over time is enormous when comparing closing ratios of those proposals delivered in person compared to those delivered in writing. Here are some reasons why.
In person presentations eliminate guessing.
When it comes time to start getting specific about providing solutions to a client, at least one discussion and perhaps many have taken place about the clients needs. However, there may still be hidden assumptions in your ideas about your prospects needs or resources. It is best to discuss them in person rather than have the prospect recognize these issues in a written proposal and reject your ideas in written form.
In person presentations allow the best solution to be discovered.
Once you have done your best thinking, you need a chance to discuss your ideas with your prospect. You need to have them challenge your ideas and combine them with their best thinking. Getting their input does not diminish your value or your ideas, it enhances them.
In person presentations leverage human factors.
Interaction creates rapport. Rapport leads to liking. Liking precedes trust. Trust is required to reach an agreement and close the sale. Paper does not do these things.
It is very important to note that trust must go both ways, thus it is as important for the business owner and/or the sales person to trust the prospect as it is for the prospect to trust them. If closing a deal seems to easy, get prepared for problems.
Remember, paper does not close deals. People do.
We have broken the first session of the Sales Habitudes for Women workshop series into a set of short videos. If you missed the first week, you still have a chance to attend. View the videos before the next session, or watch them at your leisure in the future.
Enjoy and give us your feedback.
During four consecutive Fridays we will conduct a two hour workshop for female business owners and sales professionals covering the first four Sales Habitudes.
Come to the free September 11 session and learn about Sales Habitudes, a comprehensive and balanced combination of Beliefs, Concepts, Systems and Skills that when customized for the indivudual sales professional and integrated as every day habits leads to having
For the next three Fridays, follow up the overview session with three more in-depth conversations that help you put the Sales Habitudes into place.
Sessions are $50 seperately or $120 when purchased as a package. (Box lunches can be purchased when you register or you can bring your own.)
Seminar Schedule
September 11--What is a Winning Sales Paradigm and why is it important? Find out and learn more about the next three sessions.
September 18--What is the Ultimate Brand Prize and how do you create a Strong Professional Brand?
September 25--Is your "networking" paying off? How to go from "networking" to making High Quality Connections.
October 2--Going from ordinary to Extraordinary Sales Communication
Don't miss it! This will be an incredibly fun and value packed eight hours for both the sales rookie looking to get their career started right and the seasoned professional looking for both new ideas as well as a refresher on the important fundamentals of successful sales.
Limited seating available! Register now at http://saleshabitudesforwomen.eventbrite.com
Location: Staybridge Suites in West Des Moines, IA
was discussing the marketing and sales of a consumer insurance products yesterday with a small group when one of the participants said that he did not want his friends to run when he came around because he is now the "insurance guy."
I responded, "I have never lost a friend in sales, but I have made a lot."
This is one of those F.E.A.R. (false events appearing real) reactions that people who have not been properly trained into a Winning Sales Paradigm.
The reality is that if you have a solid product or service with a good value/price ratio and if you know how to properly fit your product or service with the needs of your prospects, as a friend, you are morally obligated to share what you have.
Your friends will become better friends and many new acquaintances will become friends.
If you don't feel this way, here are a few suggestions.
For those of you with a Winning Sales Paradigm, what is your advice?
When I was about thirteen I was trying to be a compete in Iowa and on the Missouri Valley tennis circuit. There were a few kids who dominated in my state and they all had the same coach, Allen Jones. My oldest brother persuaded Jones to work with me.
When we began, I agreed to do exactly what he told me. We started working on my backhand because that was the least, worst part of my game.
For a month, all I was allowed to do was hit backhands!
When I did drills with other kids, they were only allowed to hit it to my backhand. I was not allowed to play any matches during that time either. The other boys in the Jones stable made fun of me relentlessly, but he knew that under that pressure, my new habits would crumble.
Jones wanted me to integrate new habits that he knew would work instead of me trying to make my old habits work.
Eventually, I moved on from the backhand to other strokes and when I was 17, I was an Iowa State High School Champion.
Here are the lessons for the sales professional and life in general.
The first JCG Consulting slideshow has just been completed and consists of a series of basic, but provocative questions about a company's sales and business development.
JCG Consulting has joined the BizTactical team. Every week we will be providing analysis and practical advice to businesses around Iowa. Obviously, our focus at JCG Consulting will be on the Sales Habitudes of our listeners. Watch the video to learn more about the show. Visit the BizTactical website to submit your company to be a "guest" on the show.
