sales

Got Stuck? – Scott’s Sales Yoga Thought for the Day

June 12, 2014 No comments

Over the years there have been lots of “Got” campaigns, one of the most famous being “Got milk?” In selling, when we get stuck, it seems far from being a pleasant experience like a mustache from a tall, cold glass of milk.

This was true for Fred, a manager who ran a book of business in executive search. As Fred sat across a conference table from me, he clearly had gotten quite stuck. He was in a slump of all slumps, having not closed a deal in several months. For a guy that had always placed multiple candidates every month, this felt like the beginning of the end.

Fred told me that, in the past, he had never had this issue. “Business just seemed to flow,” he said, the stress of the circumstances audible in his normally strong and confident voice.

I asked, “What were you doing then that you’re not doing now?”

That one question began an immediate change in momentum as he realized there were several rather simple things he had been neglecting, including actively taking talent to market, presenting people in the way that all buyers buy (which I call Front of the Box Marketing). Fred and I collaborated on a plan of action which incorporated these neglected aspects of his desk back into his daily routine. He went from being stuck to having some of the best months in his career.

That’s the beauty of getting stuck…it’s the universe’s way of reminding us of what’s really important in the practice of selling.

Next time you’re stuck, ask yourself:

What were you doing then that you’re not doing now?

If you’re like Fred and you take action on what you learn, you’ll go from “Got stuck?” to “Got deals!”

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If you’ve not read Sales Yoga, you can download a free chapter today.

Scott WintripGot Stuck? – Scott’s Sales Yoga Thought for the Day
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Uncommon vs. Commodity

June 9, 2014 No comments

Scott's Monday Morning Message“When you can do a common thing in an uncommon way, you will command the attention of the world.” – George Washington Carver

Too many firms in the staffing and recruiting business still compete on price even though it’s the least sophisticated way to sell. At times, even highly talented, seasoned veterans use this harmful technique when they’re afraid of losing a deal.

Our industry would do well to remember that buyers know that the lowest price rarely means the best investment. Competing on price positions recruitment, staffing, and contract services as commodities, not worthy of the true respect due to people who have such tremendous impact.

Emphasize value, not price. If you ask Launching Questions and practice Mind Over Mouth, you’ll be able to identify what your customers genuinely care about. If you take the time and make the effort to ask engaging and provocative questions, you’ll be able to identify what your customers need and value.

When you’re clear about what your customers value, you’ll be able to offer options they desire. At that point, as long as the value is valuable, they’ll feel much more confident about the investment…and then you’ve got yourself a deal.

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Sales Yoga is helping people across the globe sell more with less words and effort through practices like Mind Over Mouth. Get your copy today.

Scott WintripUncommon vs. Commodity
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Email is Not a Form of Communication – Scott’s Sales Yoga Thought for the Day

May 22, 2014 No comments

Effective communication is never one sided, but that’s exactly what you get with email. One person writes and transmits; the receivers read and reply. These monologues are never, ever effective dialogues as there is a time delay that allows too much room for misinterpretation, misunderstanding, and miscommunication. Email strips away not only the tone, and too often the context, from the message, but it also removes the very essence of efficient and effective human conversation.

Is email bad? Of course not; it’s just poorly used by too many people. Salespeople, leaders, customer service staff, recruiters, and, for that matter, anyone in business can breathe new life into their relationships by simply picking up the phone or meeting with someone for a brief dialogue.

Email is not a form or communication; it’s a means of transmission and documentation. We’d all do well to use it just for transmitting a contract or proposal, or sending one to two sentences, at most, to schedule a meeting or confirm a time for a call. Otherwise, let’s all have real conversations, versus the fakery that poses for one in our email inboxes.

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“Scott’s book has transformed how I connect and relate with people. Sales is finally easy and enjoyable!”

“The book is packed with highly applicable ideas, and includes an action plan at the end of each chapter to support immediate implementation.”

“Scott Wintrip’s approach is insightful and one-of-a-kind.

Get your copy today.

Scott WintripEmail is Not a Form of Communication – Scott’s Sales Yoga Thought for the Day
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What Was the Question?

May 19, 2014 , No comments

Scott's Monday Morning MessageNext time someone asks you to repeat a question, count the number of words. Chances are it was more than ten. I’ve often noticed this happening with salespeople talking with prospects and clients and executives speaking with members of their team. What’s the issue? Our brains process questions of less than ten words much more effectively than those that exceed ten.

Each time we pose a question of more than ten words, the listener spends more time focusing on the question and less on their answer. Even if they don’t ask you to repeat the question, which often happens, he or she is still too focused on your question.

Questions using ten words or less are understood more quickly and answered more thoroughly. This generates lots of details, a richer conversation, and even more buy-in.

Our Sales Mantra in Sales Yoga reminds us to:

Say little, ask a lot.

As we ask lots of questions to understand the thoughts and needs of those around us, it benefits everyone if we use less words in questions, prompting the listener to give lots of details.

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How to avoid being a control freak while still remaining in control…this week on GAIN. Not a member? Lifetime memberships are on sale for just $29. Learn more

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Scott WintripWhat Was the Question?
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What Donald Sterling Can Teach Us About Selling – Scott’s Sales Yoga Thought for the Day

May 15, 2014 1 comment

While bigots are a thorn in the side of society, they can teach us valuable lessons.

Take Donald Sterling, owner of the Los Angeles Clippers basketball team in the United States, as an example. After his racist comments were revealed on tape he thought it prudent to be interviewed by CNN’s Anderson Cooper to try and clean up his own mess. Rather than rehabilitate himself, he dug his self-made hole even deeper as he reinforced his deep-seated racism. This included comments about Jews versus African-Americans:

“That’s one problem I have. Jews, when they get successful, they will help their people, and some of the African-Americans…maybe I’ll get in trouble again…they don’t want to help anybody,” Sterling said.

Cooper asked, “So are you saying that African-Americans don’t contribute to African-American communities as much as Jewish people…”

Sterling cut Cooper off and snapped back.

“There’s no African-American…,” he said, raising his voice. “Never mind, I don’t know, I’m sorry. You know, they all want to play golf with me. Everybody wants to be with me. I’m easy. I’m fun.”

Sterling’s not so shining example does have a powerful message―underlying beliefs and philosophies drive everything we do and say.

When selling, if your salespeople don’t believe in what they sell or that it’s worth high margins, this will show up in their conversation, no matter what words they say. But if they believe in the value you provide, how it will greatly benefit the customer, and that it’s worth your full fee or margin, the customer will feel that belief.

While Sterling’s values are not something to be proud of, the value you deliver is worthy of immense pride. What your salespeople believe and think always shows up no matter the words they say. Sterling shows us that you can’t outrun your own beliefs and philosophies.

HOW DO YOU INCREASE VALUE?
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Scott WintripWhat Donald Sterling Can Teach Us About Selling – Scott’s Sales Yoga Thought for the Day
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Compulsive Buying – Scott’s Sales Yoga Thought for the Day

May 8, 2014 No comments

Why is it that buyers continue to purchase services and products inferior to those delivered by your company? Momentum is the cause and the cure.

If what you offer is truly better, the buyer has to stop focusing all of his energy on the current provider and shift some of that your way. The temporary deflection of momentum accounts for only 10% of his energy and attention; the other 90% is what keeps him in the current purchasing pattern. This is why buying is compulsive—people stay with what they know even when it’s less than ideal. The compulsion to buy from you must be greater than the momentum of the status quo.

Attempts to convince, cajole, or coerce people rarely, if ever, works to overcome their current compulsive buying. This is why, in Sales Yoga, we practice Front of the Box Marketing to attract attention, then create buying experiences through Sales Flow, living by the mantra:

Buyers always believe themselves, but only sometimes believe you.

Nothing shifts momentum more powerfully and completely than when decision-makers convince themselves to let go of compulsive buying that does not serve them as well as being served by you.

Compulsive Buying

Scott WintripCompulsive Buying – Scott’s Sales Yoga Thought for the Day
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