You Can Play Nice or You Can Play To Win0

By Tibor Shanto – tibor.shanto@sellbetter.ca 

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There are times when you hit a wall in a given sale or opportunity, where you have some though choices to make: do you walk away, do you take a different approach with the buyer, or do you abandon the person you have been working with and go around or over them.

As interesting as the choices that people make in these situations, what’s even more interesting and noteworthy from a learning standpoint, is why and how the make those choices.

Not a negative, but a reality is that many sales people positive nature and disposition, a ray of sunshine buyers will be drawn to, a “can do” attitude spiced with plenty of optimism. This drives them to look for positive outcomes, which is often different than the right or profitable outcome.

As an interesting side note, according to recent Harvard Business Review article by Steve W. Martin, What Separates the Strongest Salespeople from the Weakest, the best sales people as measured by performance, are in fact inwardly pessimistic. Questioning the buyer, motives, aspects of the sale, etc. This allows them to qualify/disqualify and be more effective sales winners (as opposed to the large group of relationship starved professional visitors who are in sales). While “possibilities” are endless, reality comes down to fewer choices, some harder than the others.

Of the choices above, abandon, change the facts or change horses, most sales people will be most reluctant to changing horses, going around or above the person they have been dealing with. Odd, because it is generally the most effective, both in terms of outcomes and best use of time.

It all hinges on how you view one fact, what are the potential consequences. The most optimistic relation types see negative consequences (now who is pessimistic), they say “If I go around or over them, it may upset the person I am dealing with, and the deal won’t happen”. The best, high performing sales people say “If I stay on the current path, the deal ain’t happening, I need to engage someone who can make it happen”.

One major difference is that the high performers look at it from the perspective of what’s right and best for the buyer and their company; they look at deal, not the people. Most importantly, they look at the situation as being “who else can I engage”, not necessarily going around or over someone. If that’s what you are looking for, that is what you’ll find.

At it’s core the question is a common one in sales, are you reactive or proactive, do you put more faith in hope or action?

It is not a question of the cup being half full or half empty. What differentiates these two types of sales people is that they both see the half glass, they both aspire to have the glass full. One is hoping that being genteel, nice and smiling will hopefully fill the glass. The other group knows they need to take proactive steps to fill the glass.

Tibor Shanto

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A Real Sales Hack0

By Tibor Shanto – tibor.shanto@sellbetter.ca

  sparrow

While there may be debate as to whether he said it or not, P.T. Barnum, is often credited with the statement: “There’s a sucker born every minute” And who said it really does not change the fact that it is true, and true across all spectrums of the population, including people who call themselves salespeople. Just look at the hoards who get sucked in (willingly) by shiny labels promising an alternate to the heavy lifting required at time to be a success in sales.

It is not lost on some spin-masters that if they offer up silver bullets, potions or “techniques of the day”, that they can cash in on people’s propensity to try the easy way out, rather than do the work it takes. Of course one way to resell the “same old”, is to rename it, repackage it, and slap some new promises on an old bum. A lesson no doubt learned from the infomercial industry, who seem to come up with a “new improved ab-machine” or “butt sculptors” every year, knowing full well that there will some disparate over weight person, who would rather pretend to take a short cut rather than do a proper work out and moderate their diet, because that would take work.

I say this because the other day I witnessed a discussion lead by another Tony Little of sales variety, trying to push the same old under a new label, and as in the past, they borrow the label from other practices, usually in an effort to make things look cool. Remember Sales 2.0, just when everyone was talking about Enterprise 2.0 and web 2.0? And when you asked what it was all about, all you got was some babble about sales people selling using the latest tools, like that was new, like successful sales people were never early adopters of technology, especially technology that made them more efficient and effective.

Well this discussion was based on the latest borrowed trend, Sales Hacks. While it was an interesting discussion, it sorely lacked substance, mostly because the topic it was based on lacks substance. When pushed for definitions and clarity, all this person, I am sure an otherwise fine fellow, could offer up is that hacks are the use of tools by sales people to make their work easier. OK, but how are these ‘hacks’? How are these different than the latest ab machine, and the similar promise that you will look like Charles Atlas in just 5 minutes a day? In the end, it really seemed to be just a fresh coat of paint on social selling. One recent sales hack I saw touted the virtues of direct mail, hmm. The whole thing smells more like marketing than sales.

Urban dictionary defines a hacker as: “A person skilled with the use of computers that uses his talents to gain knowledge.” And it defines a hack as: “A person who is a professional at doing some sort of service, but does crappy work.” I am fairly sure that the discussion was about the latter. There is no silver bullet in sales, there are just good practices, and bad practices; there are those who do it, and those that avoid doing it by chasing empty promises that lead to no result.

While I did not know P.T. Barnum, I did know a very wise and gentle soul who had a more appropriate saying that relates to the topic: “Where there is horse shit, you’ll find sparrows!”

Tibor Shanto

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