Fisher on Being Awake

 

“When we exist without thought
or thanksgiving we are not men,
but beasts.”

– M.F.K. Fisher (1908–1992)

American food writer

Sales thanks…

Do your people (customers, prospects, team, colleagues) know they’re important to you? Always? Sometimes? Rarely?

Remember… It’s your occasional words and continual actions that’ll help them know best.

To be sure it’s a closer to always thing, consider implementing a personal appreciation audit each month or quarter for your most important people – remembering that actions speak louder than words (but words are important too).

Nightingale on Feeling Results

 

“One’s feelings waste themselves in words; they ought all to be distilled into actions which bring results.”

– Florence Nightingale (1820–1910)
English pioneer of modern nursing

Objections are a requirement to a successful salesday. It means you’re engaging your prospects and customers and helps you move the sales process along (or end the process with an unqualified prospect).

Jung on Who You Are

 

“Everything that irritates us
about others can lead us to an understanding of ourselves.”

– Carl Jung (1875–1961)

Swiss psychiatrist

Thou shall not interrupt or talk over a prospect or customer.

Have you ever considered how ridiculous it is to do this?

Why does it happen? It could be the excitement of how well your offering meets their need, poor listening training, ego (Let me show you what I know instead of learning what you need!), or just plain rudeness.

Here’s an idea…

When you and your team are talking with your prospects and customers, be sure to drop a small gap of silence in between what they say… and your response – just an extra second or so.

Do it when you’re asking your questions about their challenges and needs and in general conversation. Not only will it improve your rapport, but in many cases, you’ll also enjoy the extra information you learn when the other person continues to talk.

This is thoughtful listening and one of the surest ways to make a better connection with your prospects and customers.

Practice it with your team in your daily discussions. Practice it with your friends and family in your personal discussions.

In your sales efforts, make it your habit.

You’ll be amazed at what you learn.