It’s time to get rid of your sacred cows.
A young girl watched her mother prepare dinner. She asked her mother why she always cut off the ends of the ham before putting it in the roasting pan. The mother thought about it for a moment and then admitted she didn’t know why. She said her mother always did it that way and told her daughter to phone her grandmother.
The grandmother’s answer was priceless. “Of course, I know why,” she said. “My pan was too small.”
I recounted that story in my recent presentation—“Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps”—because it perfectly illustrates a key business insight. Just because you’ve always done something one way doesn’t mean it’s the best way.
Think about all the things we do—almost by rote—and never stop to wonder why we do it that way or whether we should consider a different strategy. Now is the time to think about it and to make tough choices. If Proctor and Gamble could drop their stagnant Comet and Crisco brands earlier this century and invest in higher growth areas, you can too. Imagine what a difficult decision that was. These brands were part of P&G’s identity, but they no longer contributed to the success of the company. The company’s leaders were wise enough to know that if they had to make cuts, it was best to cut deep in areas that weren’t profitable.
Everything has changed, and the world as we knew it will not be the same. Those who take action now, will win! Watch the webinar, take notes, and let me know one action you will take … immediately.
Plus, check out what you might have missed from No More Cold Calling this month:
Pick Up the Damn Phone and Have Sales Conversations
If there ever was a time for real, authentic sales conversations, it’s now. Not just business conversations, but conversations with inquiry, empathy, and understanding. Conversations without pitching—just full-on caring about the other person. Do you know how to have those kinds of sales conversations? Do your salespeople?
I wrote my second book—Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal—in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. Reps told me they didn’t need to have sales conversations. In fact, they didn’t even need to talk to prospects, because they had great tech tools. Seven years later, as we enter a global recession, it’s more important than ever for reps to understand the art of conversation, to know when to use sales technology and when to put away the toys and have grown-up sales conversations. That’s why I’ve offered the Kindle version of my book, Pick Up the Damn Phone!, for 99 cents throughout the month of April. Today’s the last day to get your discounted copy. (Read “Pick Up the Damn Phone and Have Sales Conversations.”)
Sales Pipeline Dried Up? The #1 Way to Land Top Prospects Now
It’s a very scary time, with lots of uncertainty as we stay shuttered in place. We see deals in our sales pipeline postponed or disappearing. So, what do you do as a sales leader? You take action. Lead generation must be your primary focus. There’s no time to waste.
What do businesses typically do when clients stop buying and the sales pipeline dries up? They cut advertising, travel, training, marketing, and discretionary expense line items. Ouch. They take an internal focus, instead of recognizing that lead generation—referral lead generation in particular—is their ticket to the C-Suite. (Read “Sales Pipeline Dried Up? The #1 Way to Land Top Prospects Now.”)
For Salespeople, Trust Matters Most in Times of Crisis
Trust is a word we use indiscriminately, but we do not trust indiscriminately. How do we define trust? How do we get our arms around such an emotional word? That’s a tough question to answer, because it depends on the person, and sometimes it depends on the times.
Right now, in the midst of a global health emergency and a global financial crisis, we’re all asking ourselves who to trust. Who do we trust for health information? Who do we trust for political leadership? And who do we trust for business guidance? Salespeople that earn trust in the time of COVID won’t have to worry about losing their jobs during an economic downturn. Their pipelines are recession-proof. (Read “For Salespeople, Trust Matters Most in Times of Crisis.”)
Why Asking for Help Isn’t a Sign of Weakness
Everything’s changed in our world, and that includes the business world. In sales, asking for help used to mean you were a wuss. It felt like asking for a favor or pleading with prospects for business. Yep, wimpy.
Good news: The mood around asking for help has done a complete 180. These days, we’re all reaching out to clients and colleagues, asking how they’re doing, and finding out how we can help them. Many times, they ask us the same back. (How can I help you?) People are concerned about each other’s welfare. Conversations are authentic and personal, and if there’s a silver lining to Coronavirus, I think that’s it. (Read “Why Asking for Help Isn’t a Sign of Weakness.”)
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