What’s one quick tip or piece of advice you would recommend for someone looking to improve at sales?
Don’t take a no from someone who cannot give you a yes.
What’s one quick tip or piece of advice you would recommend for someone looking to improve at negotiation?
The person with the least amount of attachment to the outcome will win. There will always be another deal, don’t be desperate.
What’s one quick tip or piece of advice you would recommend for someone looking to improve at leadership?
Leadership is not given it is earned. Be the person that others want to follow. That is the person that is focused on solutions, focused on elevating others and focused on encouragement and innovation. Take chances, break things, celebrate the process.
Is there anything else you would like to share on the topics of Sales, Negotiation, or Leadership?
Confidence is the epicenter of all three of these! In any moment you are either creating confidence or chipping away at it. The choice is yours.
Always avoid taking yourself too seriously and never rely on your title for influence. Be yourself, let your guard down, and focus first on connecting with your people, even if it means being silly or putting work aside for a brief moment. It’s a simple truth that people don’t care how much you know – or that they might need to improve – until they know how much you care. Just like any important relationship, make sure to tell them as often as possible.
Choose your battles.
As much we might want control, we have to trust our people and allow space for their creativity to shine. Never believe your way is the only way to succeed just because it is how you succeeded. Gary V posted recently about not micro-managing and he is so spot on – at the end of the day, we don’t really know that something someone wants to try or how they want to approach a problem would or would not work. Another philosophy that has helped keep my ego in check is Marshall Goldsmith’s AIWATT acronym: Am I willing, at this time, to truly invest the time it will take to make a positive impact on this situation? Many times when I’ve stopped to ask this powerful question the answer is no. Holding back my immediate urge to fix or chime in has saved me countless times from damaging a relationship or losing credibility as a leader.
Keep holding yourself to a higher standard.
Finally, remember that as much as you may have an impact as a leader, coach, mentor, or manager, also remember you can always get better. Take a hard look at how many of your people are taking the time to send you thank you notes, emails, or texts about how much you’ve helped them. Strive to be so great and give so much of your all to every interaction that people feel compelled to let you know how much of an impact you’ve made. In the end, how great you are is based not on your opinion, or even your business results, but the inspiration you create in the people you lead to do more than they believed they could do.
Being ghosted is one of the common phenomenons that salespeople experience day in and day out. After so much perceived “rejection”, it can be easy for anyone to fall into the trap of believing their prospect is no longer interested.
According to face theory, the most common way that we deal with face threats to ourselves and others is avoiding. This means that instead of meeting potential conflict or an uncomfortable interaction head on, we are much more likely to simply avoid the interaction entirely.
For this reason, it’s important for us in sales to constantly question our belief that the prospect is no longer interested. First of all, the world doesn’t usually work in such black and white terms. Just because a prospect does not respond does not mean they are not interested at all. What ghosting more likely means is that I’m not as interested as I was, and that’s a highly complicated and potentially awkward conversation that certainty threatens face for those involved.
The unfortunate sting of being ghosted deals with our awareness of the fact that responding actually takes very little time, even for the busiest of people. However, we should also remain aware that we can easily all feel too busy for a not so urgent conversation about how we’re not as much in love with a person (or a product) as we once were.