My aunt from Ireland just visited me. We had a great time talking about family history-all the stories of who did what and why. It always reminds me that there is more to every story then you see on the surface. Unfortunately, we aren't really trained on how to remain in curiosity long enough to uncover all the facts that build the story we see so we can then change the outcome.
This ability to stay in curiosity and stop your judgement or assumptions is critical to you being a great leader. I am always saying, "leadership is not about having the answers, it is about asking the right questions." Great leaders remain curious and draw the best out in others.
There is another attribute though-persistence-the continued drive to stay with the question until you get an answer that makes sense.
I am attaching a story for you to read about a 15 year old boy that stopped to ask, “why” when his friend died of pancreatic cancer. He discovered that the tests currently used to detect pancreatic cancer are 60 years old and only 70% accurate. So he set out to find a new way to do testing that is less expensive (massively less expensive!!), more accurate, and can be given early on. Read here to see what his curiosity along with persistence has uncovered
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Step 4 of getting accurate sales numbers as a sales leader
Last month we talked about the four things we need to own and do in order to get accurate sales numbers as a leader. Last month I covered these three:
1. Have I created a clear linkage for the sales team on how a “sale” is used to pay expenses within the company?
2. Monthly, do I challenge their numbers appropriately with curiosity?
3. Do I know what their “pattern” of accuracy with sales forecast is and do I call them on that
The fourth one I promised to cover this month is-
4. Have I shared with them the difference between the optimistic hope of a sale and the proper vetting of a sales deal
Other Person’s Perspective: Your sales people want to optimistically believe a deal will close as they feel that belief is part of their magic—almost like if you will it, it will happen.
They want to be seen as positive. They want you to see the good they are doing. They want you to see they are working hard.
Thinking it Through Using Outcome Thinking®: What makes a sales person great- their eternal optimism that things will work out- is also their Achilles heel. This optimism causes their brain to put on blinders and always “hope” a deal will work.
This optimism causes their brain to listen for all your “yeses” that show you will buy from them.
You have to break this hold and move them to reality while not shattering their motivation- not always an easy task.
Best Handled/Phrased: Watch out that you don’t fall into the pitfalls of asking them questions like what will close, why do you believe it will close, when will it close.
Instead focus with them on what will stop the sale, who they have cleared it with, who will that person have to present it to, when will they present it to that person, what would make that person veto it, etc.
Take them down a path to find all the BARRIERS to the deal. Then you will know if it will realistically close or not. I find that if a deal doesn’t close in 30 days it has a 70% chance of falling part.
How To Open Doors And Close More Sales
This question and answer style book includes valuable How To's for the sales professional
How do you develop a follow-up plan that confirms that a session accomplished what it was supposed to?
In a meeting with a sales prospect, you want to close by recapping what was agreed on, what the next steps are, and how you will follow up. Most sales people miss the opportunity to find out from the client how they want you to follow up with them. Some prefer phone calls and some prefer e-mails. If you find out in the meeting exactly how to follow up with them, and agree on when, then you are not pestering the client.
Make sure you have included all the decision makers if you set another meeting! Notice how we went from a mild follow up of, "Sure, I'll send you information," to a closing situation where you get in front of the decision-makers. The worst thing you can ever do is to merely send a proposal and hope and pray that they buy from you.
that you can
"Success is liking yourself, liking what you do and liking how you do it."
What Is The Best Time And Technique For Closing A Deal?
Morning seems to be the very best time, and Friday is the best day.
"Learning about Outcome Thinking® my message and presentations are clear and focused.
In the past I was nervous, had trouble with my openings and I was afraid I would miss key points. Now that I've experienced Managing Your Strategic Message I'm not as nervous because I have a plan, the Roadmap, to help me start down the path of providing a clear and focused message. I found this seminar very helpful."