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Weekly Sales Tips
From: Tim Connor,CSP Celebrating 38 years serving clients worldwide in 22 countries. Tim is the best selling author of numerous best selling books including – Soft Sell and 81 Challenges Smart Managers Face Today. His business mission is to help his clients increase their sales and improve their management focus, direction and effectiveness.
No. – 349 – Problem or project?
Words of wisdom for this week.
“A positive attitude may not solve all your problems but it will annoy enough people to make it worth the effort.” Herm Albright
In one of my favorite books, Eric Butterworth discusses the topic of seeing problems not as to be solved, avoided or stressed over but as projects to be tackled or completed. I love this analogy because one of the biggest challenges for salespeople is to see their challenges not as something to overcome but as something to be solved.
Problems will always be present in your career and the more successful you become, I’ll bet the more problems you have. Solving problems only invites a “problem mindset”. Why not turn off that switch and start seeing your problems in an entirely new way?
Problems are defined as – a difficult situation, matter, or person. I like to define a project as – something you have undertaken willingly with the desire of learning, growing or accomplishing something. Let me give you a few examples of some sales problems where you can, if you choose, see them in a completely new way.
You have a new version or application of your products or services and after their introduction you are experiencing nothing but after sales problems with the customers who have purchased these. Your phone is ringing off the hook with upset, angry, frustrated and stressed customers who want resolution – now. What can you do? How can you see this as a project rather than a problem? First of all if you expected that there would be no problems with this new introduction you are a bit naïve. Secondly there have been and always will be challenges with any new version, generation or upgrade of any product. And thirdly, how you sold this is a major issue. If you told the customer that they would have no problems, well, you might want to reconsider your approach. Why not, conduct an after sales audit or analysis of the results and outcomes of this new product. Why not take a pro-active approach rather than a reactive one. This is a project and not a problem mindset.
How about another example?
You have to give a presentation to a group of customers on a new product and you have never done this before. You are uncomfortable in front of groups. You are not up to speed on all of the ramifications of this new product and your competitor has a similar product that is less expensive. Management expects you to hit a home run with this presentation and your very career could rest on this presentation’s outcome. Got the picture?
A problem, right? Wrong, a project. Why not see this as part of your learning curve on how to re-tool your selling style to give more of these types of presentations rather than the way you have to date – one prospect at a time? Why not use this opportunity to develop a thorough action plan and strategy not just for this presentation but for all of the ones that will follow. Why not see this process as just part of your evolving career in a new direction rather than something to just get out of the way or behind you.
Problem or project – you decide.
Make Some Memories Every Day…
In His service, Tim
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Copyright: 10/2009 Tim Connor, CSP – Connor Resource Group
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