“Leadership flows out of what we do and who we are.” – Dan Flow, CEO & Chairman (Flow Companies, Inc.)
My question to you today is “Do you care?” Do you truly care about:
As a Sales Manager and or Leader of your company, I want you to take a moment to ask yourself what kind of legacy are you leaving? Are you showing up each and every day to just get by? To just do a job? I hope not. As leaders, we impact every person we engage with (good or bad).
Do you want to be known as a person who truly cares about your people, your customers, and your community? What are you intentionally doing to build up others and keep your promises. One thing we have in life is OUR WORD. Are you keeping your word? Are you pulling the greatness out of your people? Are you asking what you can do to help customers daily in the field? Are you willing to give back?
Let’s start with discussing your people. You have been put in your position to help your people create results. This starts at the human element. Your people are just that – PEOPLE. They are not a number, they are human beings with all the complexities life brings at us. Have you taken the time to notice what your people are doing right? Have you given an ata boy or ata girl about that? We are constantly told to point out what people AREN’T doing, however we are not reminded to look for and reinforce what people ARE doing well. So take a moment today to intentionally look for what your people are doing RIGHT and thank them for doing a great job! Ultimately your people want to know if you care about them and their lives. When you show that you care, your people will care more about creating results for you! “The essence of effective coaching is treating people the way they can be, not the way they are.”
As we all have seen, there is a BUZZ around Social Selling today. It isn’t new, it’s just the focus in a heavy way today because just implementing traditional ways of prospecting is NOT working anymore. One of the BIG things we talk about here at MWI is the importance of using a “Combination Approach.”
This is where we believe using this proven formula of Social Selling + Phone Prospecting (with a strategy) + In the field Prospecting (when applicable by industry) + Email Strategies + Voicemail Techniques = SUCCESS!!!
All of us who have been selling for a lifetime (it seems) and those that are just entering into this exciting career of consulting, know (or soon will) that Sales is not easy. A career in Sales and to MASTER the Art, takes time, dedication, persistence and CONSTANT learning. You see “Change” is inevitable. It is the constant you can count on. So as Consultants, we have to watch, listen and learn what is working today and what is not working today. This ebbs and flows.
What that means is what worked for us even 6 months ago, may not work for us today. What stopped working today may work again in 1 year. You see, processes that become saturated usually become less effective (example phone calling). However, as our profession starts to shift heavily into Social Selling since our phones are being screened at a much higher rate today . . .
As salespeople, we are always looking for new ideas and more effective ways to reach our prospects. We ultimately want to learn more about the psychology of our buyers and build trusted relationships faster. We also want to be bold and challenge our potential clients when necessary to ensure they receive what they ultimately say their business needs. By doing this we can increase our conversion rates and close MORE DEALS!!
I came across this interesting article “10 Steps to Win the Sale Every Time” by Emma Brudner. She talks about learning these 10 Steps by Iannarino in the Sales Acceleration Summit. Iannarino has some good reminders that I wanted to share with all of you:
We’re looking for growth-minded companies and enthusiastic sales teams who are willing to “invite themselves” to step into a genuinely AMAZING learning process through discovering the exact process to shift their mindset, transform their income and upgrade their entire life – both personally and professionally.
It only takes 15 minutes to begin…
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