RSS“We Space”: Getting Things Done Through Rapport
Jun 15, 2007 Decisioning & Change Management
I recently went through a stressful move – but of course all moves are stressful. Given I had to continue running my business, travel for work engagements, and help with my son’s wedding (thankfully my future daughter-in-law is as obsessive as I am), I had to get all the moving parts very well organized in advance.
The most difficult thing was to manage people in different states with different communication styles (differences in communication styles between Texas and New Mexico were potentially problematic) including two realtors, middle people, money people, survey people, transfer people ….. you know the deal. A lot of stuff that I wasn’t used to dealing with in my normal life. And lots of chances for delays and lost paperwork.
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Tags: help, organization, promise, space, virtual team, We Space
What about sales is sacrosanct?
Jun 12, 2007 Sales Related
I’m curious: what is it that makes the sales model so important to maintain?
For centuries, we’ve never closed more than (on average) 7% of our prospects – from first call to close – giving us a 93% failure rate. What makes this ok?
Systems thinking and sales
Jun 12, 2007 Sales Related
We all (including ‘buyers’) live within systems that are self-sustaining.
When an Identified Problem occurs that might require a resolution (and buyers seek resolutions to business problems, NOT a new product purchase!), the entire system that created it and maintains it must be included in the solution or disruption will ensue. That is the length of the sales cycle. Sales has treated the Identified Problem as if it were Pain, or a Need.
Service
Jun 11, 2007 Sales Related
I’ve had several instances today in which people whom I’ve paid to give me a product or service didn’t contact me to tell me something I needed to know, and it cost me money. When I finally got ahold of them, they just kinda shrugged it off.
How do we know when vendors will give us what we deserve – before we choose the vendor?
Seems to me vendors should be aware of their customer service these days. The world has indeed become a very small place.
I Don’t Know
Jun 9, 2007 Random Thoughts
What does ‘I Don’t Know’ really mean?
When someone really doesn’t know, the entire question asked of them sounds like fuzz. Their response is ‘HUH? WHA?’
When they say ‘I Don’t Know’ that is merely a piece of a sentence, the rest of which is: I don’t know where in my brain that data is stored so I don’t know where to retrieve your answer.
When you hear that response, rephrase your question. After all, the meaning of the communication is the response it elicits (an old NLP Truth), and you aren’t communicating well. So rephrase until you get a relevant response.
Remember that the Sender is responsible for the communication.
Something to Ponder.
Jun 7, 2007 Random Thoughts
Where do you think your prospects go after you’ve done your info gathering, made your pitch, and set up a lovely relationship?
What makes you think that solving the problem with a new product is their ultimate goal?
What makes you think that making a purchase (of your product) is the next step for the prospects – that just because they have a need and you have a solution that they are ready to make a buying decision right now?
