November Productivity Newsletter 2019
Sales Tip: Sandler Rule #23
The Way To Get Rid Of A Bomb Is To Diffuse It Before It Blows Up
When you know of potential barriers, problems, and concerns for your prospect, it is better to bring it up before the prospect does, and sooner rather than later. Why? 1) No one likes surprises. 2) Your prospect will appreciate your looking out for them. 3) You will get to stay on the offensive rather than get caught in a defensive mode.
For example, if your prices are higher than competitors in your market, you want to address that upfront with the homeowner. It might sound something like this,
Mrs. Jones, thank you for trusting us to come out and assess the damage to your home. We would be honored to serve you during this repair. I know you are doing your due diligence by getting various quotes from other service providers. Mrs. Jones I have to tell you, when you see our quote, it will be higher than everyone else’s. The reason why is because we don’t cut corners in order to keep the price low. We treat your home like it were our home, and thoroughly clean and repair to the safety of yourself and your family for years to come. Now Mrs. Jones, it is okay if price takes precedent in your decision making, I just ask that you let me know now. Is price going to be a deal-breaker?
Sales Tip: Sandler Rule #24
Product Knowledge Used At The Wrong Time Can Be Intimidating
Ever gone into a tech store and been overwhelmed by a sales guy who knows WAY TOO MUCH about the product you’re interested in, to the point it sounds like they are speaking a different language? It’s the worst! I get so overwhelmed and frustrated that I walk out without the product I really did need. The same thing happens to your prospects! Sandler puts it well, “Don’t sabotage the sale with your expertise.” He calls making your prospect uncomfortable “a major sin!” Let’s not be guilty of doing the same.
Culture Tip: Carnegie Principle #12
If You Are Wrong, Admit It Quickly And Emphatically
Few things are more admirable in relationships than a person who owns his or her mistake quickly.
When I have had the opportunity to do this – and let me tell you that has been a lot in my life – I find the person to be 1) disappointed a mistake was made, BUT 2) grateful and willing to pursue a solution.
In times when I have delayed admitting my error, I find I have 1) angered the person, AND 2) lost trust, sometimes a little, other times a lot.
This skill is just as vital in the workplace as at home. Your team is your tribe. As the leader, it is your job to protect them and look out for their best interests. You are only human. You will mess up. Admitting your mistakes – be they decisions, actions, or words spoken – shows true integrity, strength, and heart. These traits breed loyalty in your team, and inspire them to replicate the same characteristics.
The Sandler Rules, David Mattson
How To Win Friends and Influence People, Dale Carnegie