Maximizing Your Potential!

I know, I got what you’re saying.

It’s one thing to apply this to your self and have a totally beautiful desk that is now polished to a high sheen thanks to Pledge. How the heck do I get those around me to help me keep my desk uncluttered???

First off, let them admire that beautiful, uncluttered desk. Maybe you can even share the posts that helped you do it, if you are feeling particularly generous. But, seriously, what do you do?!?

It’s really quite simple. Get them to put things in writing. Sounds simple, right? Have a little basket mounted right outside your door with 2 slots. Have a sign posted that says, “Got a question or problem??? Put it in writing. Take a minute to fill out one of these forms and put it in the top basket. I will review all requests at 11:45 AM and 4:30 PM and get back to you the same day in most cases.”

Just think about it. The toughest thing for any person to handle is the interruption. You lose you train of thought with the task you are dealing with. As a result, you probably go down the emotional tone scale into antagonism or anger and you are not at 100% in terms of brain power for solving the persons problem when you get it.

I guarantee that this simple little tool will save you oodles of upset and lost production.

If you are the manager in your office or wind up being a problem solver for those around you you can have another section on that same form which says, “State the Problem.” Then a section below that, “Possible solution.” And then one more section for you which says, “Comment.” This is where you can say, “Great solution, go for it.” or “I don’t think that will work. I recommend you do ‘X’.”

The bottom line is that you have now established a protocol for how to deal with interruptions and problems and it will make you and those around you much more effective.

Next time we will cover how to handle your pending basket!

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Let’s face it, sometimes, no matter how hard we try, we are going to fail to close a prospect.

There is a way to make sure that all that effort was not in vain! That tool is the Sales Debug Checklist.

The best way to use it is to get with your sales manager, a business partner or a friend and have them ask you the questions listed below so that you can use a failed opportunity to be stronger at the close in the future.
If you can’t find someone else to do this with you, you can also ask the questions of yourself.

Sales Debug Checklist

1. Did you talk to the decision maker?

2. Was the prospect well qualified?

3. Was the meeting well prepared?

4. What was your/my emotional tone level before the meeting?

5. What was the prospects emotional tone level at the start of the meeting?

6. What exactly was the prospects final decision?

7. Which objection did you/I fail to handle?

8. How did you/I try to handle it?

9. Did you attempt to handle with ACCORD?

10. What was the prospects reaction when you attempted to close?

11. When did you/I start to lose control?

12. Did you like the prospect? Have something in common with him/her? Have a willingness to communication with him/her?

13. Was the prospect closed on you/me? My company? My product/service? The price? The timing?

14. Did you/I have strong agreement from the prospect on why he needed my product/service?

15. Was the prospect convinced by my arguments as to why this was best for him/her?

16. What was the prospects emotional tone level during your/my attempts to close? At the end of the meeting?

17. Why did you/I fail to close the prospect?

Drill the situation with your friend/colleague until you have found the optimum way to deal with the same situation in the future. Your sales WILL increase as a result.

Technorati Tags: Attempts, Business Partner, Colleague, Decision Maker, Emotional Tone, Face, Final Decision, Objection, Prospects, Tone Level, Tool Sales, Willingness