March Productivity Newsletter 2020
Gerry Edtl Sales Tip #5
Do Not Disturb Is A Real Thing
Seriously, Apple is a company of genius! They intentionally built this option into their devices because they understand the power that comes from being uninterrupted.
If you feel hostage to your phone, to your email, to your communications apps, ask yourself: what is the worst that can happen if I am unavailable for 1 hour? Really, what is the worst? A customer has to wait. An employee makes a mistake. You miss a referral.
If, in that singular hour you are working 100% on your pipeline, you will get more referrals than the one you missed. Your customer will understand you were with someone else; people are important to you. Your employee can trouble-shoot and handle the situation; people are more capable than we often let them be.
Take my 1-hour Do Not Disturb challenge! Then repeat each day. Make sales work and activity a priority. Your livelihood depends on it.
Gerry Edtl Sales Tip #6
Do Your Research; Know Your Prospect
Do not be guilty of wasting anyone’s time but your own – and don’t waste your own time as much as you can help it.
When it comes time to get in front of prospect to make a potential sale, take time beforehand to know them. Do an internet or social media search. Look at their website if they have one. Talk to someone you know who knows them. The more you know about them, the more you can properly pre-qualify.
If there is potential, move ahead in the sales process. If there isn’t potential, show them the respect they’re due by sharing your thoughts and not proceeding ahead. Time is precious to each of us and it’s one resource no one can make more of.
Culture Tip: Carnegie Principle #16
Let the other person FEEL that the idea is his or hers
The greatest contributing factor to generating buy-in from your people to spur them on to action!
If your team member believes they created the solution to a challenge your company is facing, they will buy-in and be extremely satisfied with the actions they take next to put the solution into play.
Remember earlier principles: People crave the feeling of importance. Contributing ideas to the betterment of the company, to the ease of daily interactions, to the greater productivity of responsibilities – this makes your team feel a part of the business. It makes them feel like they are stakeholders. It makes them feel like what they do matters. It makes them feel like they matter.
So now you’re thinking, I already know the solution. I know what I need them to do. How do I make my idea feel like their idea?
Great question! Here’s how:
- Hold a team meeting, or go to people 1:1
- Share your pain (the concern, the challenge, the problem)
- Share your solution
I was wondering if….
I had this thought but I’m just not 100% sure…
- ASK FOR THEIR FEEDBACK! (provides feeling of importance)
What do you think of this idea?
Could this be a viable solution?
Do you see a better way?
- Make the idea theirs! (give honest and sincere appreciation)
Great insight! I completely agree with you.
Thank you for helping me solve this.
What do we need to do first to put this solution into practice?
And voilà! Your idea has become theirs. They feel important, heard, and appreciated. Now they’re motivated to make it happen.
The Sandler Rules, David Mattson
How To Win Friends and Influence People, Dale Carnegie