3 Tips on Improving Your Performance!
As I have written these blogs for over 2 years now, those of you know that I get my ideas from a variety of sources. This one, I'm ashamed, came from Facebook! Yes, it was a status update of a friend of mine, and it really struck me as something simple and for us to keep in mind at all times.
I think you can all agree that this is a good formula for problem solving; Don't react, respond (control yourself) - Look for a Win:Win (alternative solution) and Answer Objections (Delete the situation). Every situation we encounter starts off with an emotional jolt, it could be jubilee or dismay. The best advice here is to control yourself and your emotions. Nothing is as good or as bad as it seems on the first reaction. Take in the information, process it, and respond accordingly. Remember our physics lessons from high school, "Every action is accompanied by a reaction of equal magnitude but opposite direction". We want to make sure the person receiving our response doesn't blow a gasket! Step two is critical, always look for alternative solutions. If answers are that obvious, no one would have questions in the first place. As for the alternative solutions, pick the ones that offer win-win's with you, your company and your clients. Sure, there is always a solution that benefits one more than the other, but try to do your best in reviewing as many alternatives as possible. Finally, when we answer the objection, let's make sure we have truly eliminated it. Just because you are convinced you answered the question, make sure you client agrees that the objection is cleared. This is just good communication skills, so make sure you get feedback and both understand what is being said.
Pinnacle Sales is an agency that helps you in all three of these aspects. In the book PROFITS, Your Seven Letter to Success, we discuss things in depth on response vs. reaction, communication issues, and many other general skills a professional sales person needs. In addition to the highly selling book, Pinnacle has new office hours every Friday (see web page for details). During this time, you can lay out any sales & marketing issue you have, and we can work on solving it together free of charge. Check out the other articles, the book, or take some of our time during the open office hours. We aim to prove we offer Service Above the Rest!
Pinnacle Sales, LLC
418 Main, Suite 6, Belleville, MI 48111 mkole@pinnaclesales-llc.com