February Productivity Newsletter 2019
Included in this month’s issue are Two More Killer Sales Tips and One More Phenomenal Culture Tip. Put these to work today!
Sales Tip: Sandler Rule #5
Never Answer An Unasked Question
Oh boy am I guilty of this! As a detail oriented person, I have often found myself saying something like, “You’re probably wondering how we would…” Yikes! That has stopped my conversations dead in their tracks. No sale. No nothing. As Sandler says, “If the prospect had been “wondering” about, he would have asked!” (page 31). When talking with people, less is more. Allow them ask questions and voice their concerns. If you don’t, you may talk yourself right out of a sale.
Sales Tip: Sandler Rule #6
Don’t Buy Back Tomorrow The Product or Service You Sold Today
Bet you’ve dealt with people suffering from “Buyer’s Remorse.” That’s what this Rule is all about avoiding: “Give the prospect a chance to back out! Encourage him to take a hard look at his decision and make sure he has no doubts. If there were any elements of the deal that represented compromises, bring them up and make sure the prospect is now completely comfortable with them” (page 35).
Culture Tip: Carnegie Principle #3
Arouse In The Other Person An Eager Want
People are much more willing if they WANT to, not just have to or need to. We all naturally resist what we are told to do. But when you can help the other person discover they want something, they lean toward it. As a business leader, you must help awaken the desire in your employees for growth and development. Try these questions with your team one-on-one to get you started:
- Professional Goals
- Where do you want to be in this company in 5 years – position, achievements, training, certifications, etc.?
- Where do you want to be in 1 year?
- Where do you want to be in 6 months?
- What can you and I do to help you reach those goals?
- Personal Goals
- What would you like to be able to do or create in your life in 5 years – family, vacation, hobbies, finances, etc.?
- Is there one area of focus you’d like to take this year?
- In what ways can I support you in accomplishing this?
I promise if you take the time to invest in this with your people, and regularly follow-up to check-in (monthly ideal, quarterly bare minimum), you will see a transformation take place in your team.
The Sandler Rules, David Mattson
How To Win Friends and Influence People, Dale Carnegie