Practice and Repeat

For designers, sales managers and salespeople everywhere

practice

As adults, why is it so hard for us to practice something new?

It’s been my experience that as grown ups we collapse several things that actually keep us from learning:
We collapse being familiar with something to actually knowing it.
We collapse knowing something with actually doing it.
We collapse not knowing how to do something with ‘it can’t be done’.

All of these impede our ability to learn and practice something new so that it can become a habit and then become second nature.  beliefs

So, let’s get the terms and the actions distinguished and disconnected.

Familiar is a vague notion, loosely understanding a concept of something and maybe the actions that go with it. It’s just an idea and may not be an experience that we’ve had.
Knowing something requires evidence. I know how to tie my shoes because I see that they are tied and I have done it many times…which is not the same as watching someone else or listening to someone discuss it…that would be ‘familiar’.
Knowing it and doing it aren’t necessarily the same. And in the sales game, the action is what counts. I teach the DiSC behavioral model and some of the learners ‘know’ how to fill in the blanks on paper – they ‘know’ the material. But they don’t USE it, rendering the information almost useless.

To paraphrase Thomas Jefferson, “It doesn’t matter if you know how to read if you don’t read.” While knowledge is powerful, it doesn’t beat taking action.

And lastly, if I can’t do something it only means I can’t do it. I can’t run a 4 minute mile but many people can. It can be done, but I can’t do it. So “I can’t do it therefore it can’t be done” is ludicrous. This deflecting mechanism gets in the way of being realistic about our knowledge and skill and ability to produce results and creates an illusion of our skill level…which is not a good way to improve performance.

success

There’s only one way to do that: Plan time to practice. Practice the right things. And then practice and repeat. And repeat. And repeat.

Don’t know where to start? I do. Let’s connect and get you and your team on track!

Practice DOES make perfect!

Now, go sell something.

Love, love, love,
Jody

Jody Seivert 300 dpi

Selling is a Conversation

For sales managers, designers, and salespeople everywhere

convo

It really is just that – it’s a conversation.

And when you think about what makes a good conversation, it’s not that someone talks a lot, it’s that they are inquisitive, thoughtful, talk about things with the other person that are meaningful to the other person as well as to themselves, possibly have new information to share that is relevant and interesting, they are looking to learn as much as to share, and they conclude the conversation with both people glad to have participated…and both people have gotten something from it.

thoughtful questionsGreat salespeople make directing the sales process look invisible. This happens by asking questions…questions of genuine interest. Questions that forward the conversation. Questions that make the other person think before answering. Questions that the person asking them might not already know the answer to. Provocative questions. Thoughtful questions.

A conversation is what a skilled salesperson brings the sales process to by knowing what they need to know from the buyer so that they can ask those questions as they naturally occur in a conversation (versus an interrogation). They are not thinking about what they need to ask next, they KNOW what they need to ask and can weave those questions into the discussion so that it is a seamless interaction. That’s how buyers don’t feel sold – they feel helped, listened to, understood. You cannot be present to another person if you are thinking about what you want to say or ask next. And if you are not present, you will miss the nuances and subtleties that are as valuable as what they are saying.

How do you get to this point? You learn what you need to know and you practice asking the questions you need to ask until they are smooth and just flow. And that will take time, even years to perfect. And it’s worth every minute. Don’t know where to start? Need to create a supportive environment in which to develop your skills? Call me. That’s what I am here for!

Now, go sell something.

Love, love, love,
Jody

Jody Seivert 300 dpi

Failure to Perform

For sales managers and salespeople everywhere

success failure

It’s simple. Failure to perform is caused by a few things…. that I’ve listed in a quasi-prioritized fashion. Remember there are endless excuses but very few causes.

1. No clear, achievable and measurable goal


Is what you intend to achieve specifically spelled out? Such as ‘Write $75,ooo in November”, “Increase sales volume by 10% over same period last year”, “Schedule 3 new prospect goalappointments in the next 30 days”.
 Without clear and incremental focus, it’s hard to know if you hit the target and it’s even harder to create a list of actions that would achieve it!

2. An insufficient strategy


This is a silent killer. You want to evaluate your list of actions and ask yourself: “If I did alstrategy probleml of these, and produced results with 75% of these actions, would I make my goal?” Many performers miss goal because their strategy was insufficient for the result they intended to achieve… they didn’t take enough actions – such as 25 outgoing calls per day. It’s a big number but not big enough if it should be 50. Not wrong, not bad, just lacking enough strength to accomplish the mission.

3. Lack of action


Goals and strategies without taking action mean zero. Zero. Get busy doing what you created in your strategy. It’s like putting ‘Gym’ from 7:30-8:30 on your calendar 5 days a week but never going (one of my personal and favorite failings).action

4. Poor execution


Did you execute the actions well? Did each action produce something? Did you make 25 calls but call at a time that you would reach the intended person or to leave a message? Did the call actually forward the sale – created a connection, made an appointment to meet – something.

failed-execution

5. Not enough opportunities


Did you speak with or see enough people? How many do you think you need to see? Now, double that. And double it with marketing effort as well as face to face or phone conversations. It always takes more than we think it will take. Always.  it always takes more

This is my checklist when I miss goal. And now it’s yours. 
Now, go sell something.
Love, love, love,
Jody

Jody Seivert 300 dpi