The Three Rs of Sales – Sales eXchange 18243

change

While I have always supported the concept and the focus behind the three R’s of academics; although I never understood why the academic community would go for the label, given that only on of the three words in question start with an R.

We in sales hold to a higher standard, and therefore the three words that make up the three R’s of Sales, all do indeed start with the letter R!

  • Reciprocate – It should not be news that the most successful sales people look at sales from a giving standpoint, rather than a what can I get standpoint.  Unfortunately, the latter makes up the majority of the sales population, often this is a result of the “message” and “motivation” they get from their management.  While I do not shy away from the sales rep as a “hunter”, the prey is not the buyer.

While most of think of reciprocating as giving back, you can also think of is as just giving; specifically giving to you buyers and prospects.  The notion of giving is not new, but often sellers give in return for something they “have gotten”, like a next step, an introduction to a decision maker, or an order.

But if you can think of it in that if you give value to buyers in any number of ways right through the process, the buyer will reciprocate.  At time this may be in the form of a referral, next step, or the order.  Reciprocate forward as it were.

  • Reinvent – This may seem straight forward, but is probably the most difficult for many sellers.  It involves two disciplines, one is reviewing sales to see what’s working, what’s not, and what needs to be done to change that.  The second is change itself, sellers find it hard to change, even though they spend their time and effort trying to get buyers to change in a number of ways.

The need to review every or a significant sample of your transactions is crucial.  I have spoken about it extensively on this blog, the need to review all sales initiated, win – lose – draw.  You can still download the 360 Deal Review tool, and start what is an easy but valuable exercise.   The key is what you identify as working, what is not, and more importantly, what you are prepared to do about it.

There a many teams I see who review, note, but do not implement change.  Without the last step, it’s just a validation exercise with little or no value.

Change is an interesting thing, it does not have to be wholesale or instantaneous, and it is exponential, sometimes it is the smallest things that have the biggest impact.  Meaning you can start small, limited risk, and tangible benefits.  The hardest is always the first step; so pick something easy, develop an action plan, a period of review, and do it a bit at a time.

  • Reputation –  There is one thing you have to hold on to throughout your career, that is your reputation.  Skills, clients, successes come and go, they can all be rebuilt or reinvented, reputations are a bit more delicate.   They can be rebuilt, but there is always a cost.  Reputation not only precedes you, which is crucial to success, but it also lags, people have a way to remember more of the bad than the good.  Of the three R’s this is fundamental, and without which the other two R’s are difficult to execute.

What’s in Your Pipeline?
Tibor Shanto

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Reputation 2.026

Your Reputation Gets Around Even When You Don’t!

When I was young(er) and just entering corporate life, I was lucky enough to meet someone who left a profound impression on me and my professional life since.  He told me, “When you first come in to business all you have is your reputation, and you spend the rest your career maintaining it.  If you lose that you have nothing at the end, not matter how much wealth you accumulate along the way”.
 
This was valid in the pre-web days, but this advice is that much more relevant today in the Web 2.0 days or for those of us in sales, Sales 2.0.  At a time when information truly moves at lightning speed, you can both enhance and ruin your reputation in an instance.
 
On the down side, your buyers are much more connected than ever, they are aware not only things you want them to know, and as much aware of things you always hoped they would never know.  Most sellers work hard at influencing their clients, creating an impression of their product, their company and themselves in the process, and while their good deeds are carried across the social waves, so are and indiscretions or simple faux pas, at time with much greater velocity.

Sellers need to be much more conscious and conscientious about their “social media footprint”.  Unlike what many want to believe, there is no separation between their personal and business related Web 2.0 or Sales 2.0 activities, it is all one stream.  We do not have the comfort of looking all very prim and proper on LinkedIn while “letting our hair down” (or other things) on Facebook.  It is no longer a novelty for companies to check out these and other sites when considering potential candidates for positions, or vendors and sellers when it comes to deciding on a purchase, it is SOP.

It goes a lot further than that, it does not take much to see what you Digg and how that jives with the image you are projecting with your buyer.  A disconnect there can only lead them to believe that you are disingenuous and may not be worthy of their business.  And they don’t even have to make much of an effort, there are companies that are happy to do it for them for a nominal fee.

Some may argue that this is not right, what you do in your personal time is your business and should not affect you as a seller, wrong Dorothy, it does.  This isn’t about the “business you” and the “private you”, especially if you are always preaching that people buy from people, yes they do, and now they have a way of seeing the “entire you”, not just the “9:00 to 5:00 you”.  This is also not about being right or wrong, as a friend of mine always asks me “do you want to be right, or do you want to be rich?”, in sales you want to go with rich.

It doesn’t take a lot to guard and be smart, you don’t have to “compromise” or “give in to the man”, you just need to be smart and prepared, which is a basic tenet in sales anyway, so just extend it to your “social media footprint”.  As we said up top, “Your Reputation Gets Around Even When You Don’t”, so make an effort to keep an eye on it.

What’s in Your Pipeline?
Tibor Shanto

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