For sales professionals – everywhere.
This is the last installment in the series on Communication. The first 3: Clarity, Courage and Compassion are archived for you to read if you missed them…or to forward to someone you think might be inspired by reading them so that they will take the necessary actions to achieve new results. Thanks in advance for doing that.
There is a common misconception out there, even among sales professionals that you have to be pushy in order to be successful. I have always found that pushy is a behavior found among poor salespeople whose sole agenda is their own benefit and not the benefit of the customer/buyer.
Commitment is not about being pushy. Commitment is about being Clear about what you want, being Courageous to take the actions needed to get it, and being Committed to produce results NO MATTER WHAT or HOW. If you are committed to producing a sales result, you might need to produce the interim result of an appointment to forward the process to the sale. If you are committed to producing a sale, you will ask the questions that are difficult for you to ask because you believe they will make a difference in getting the sale. If you are committed to producing a sale, you will take other actions that salespeople with less commitment are unwilling to take – they’re too hard, take too much time, don’t guarantee success, not enough return on investment – because you know that incremental improvement gains huge rewards.
There is a ‘distinction’ in the Self Expression and Leadership Program at Landmark: Attachment versus Commitment. If you are ‘attached’, then it has to happen a particular way in order for it to happen…like it has to be easy, or the customer has to be nice to work with, or some other condition that needs to be present or met. If you are ‘committed’, then you will do what you need to do in order to get it done, mindful of the other person and their behavior as elements of the process, but not as specific requirements. If you are an independent designer committed to making it easy for clients to buy from you, you might take several methods of payment…versus being attached and only accepting checks.
Commitment shows up when it gets difficult. When you are committed to a monogamous relationship, it’s easy to do…until someone who catches your attention shows interest. Look for yourself. Look at where you are committed and where you might be attached. It’s good to notice because it might be in a ‘blind spot’ that you don’t know about until you look there…and there …and there.
And of course, if you get confused or stuck, give me a call. This is a great exploration that is often more fun with someone else.
Now, go sell something!
COMMUNICATION: THE 4 C’S – COMPASSION
For sales professionals – everywhere
This is the third installment in the series on Communication. The last one was about Courage – the kind of fearless, bold bravery that you need to ask buyers questions that will direct their actions to either buy today or to make an appointment with you to buy at a later date. If you missed it, please check it out.
This installment may seem like the opposite of Courage, as it’s about Kindness and Consideration for another human being – the buyer. I think to be a really good and consistent sales professional, you need a combination of both – Courage and Compassion.
Compassion occurs when we are not FEELING compassionate. When the other person is behaving badly or not doing what we want them to do. Compassion is the grace to understand what the other person is experiencing and bringing LOVE and empathy to the interaction. Lou Holtz once said: “When people need love and understanding the most is when they deserve it the least.” Compassion is all about us and our ability to be generous to someone who is taking a long time deciding, someone who doesn’t communicate as well as we do, who is afraid of making a bad decision so elongates the process of making any decision. Compassion allows us to use the words ‘I can appreciate’ and ‘I understand’ and truly mean them.
When we LIKE someone, it has a lot to do with them – their personality, the similarities with our own behavior and choices.. When we bring LOVE to the interaction, it’s all about us and our ability to put kindness above all else…and to bring the kindness of directing the other person through a challenging decision making process so that they are grateful and satisfied when the process is over.
If you are good at Courageous Conversations, then Compassion is likely something you need to practice. Open your heart to experience the human-ness of the other person and see what develops. And let me know….I’d love to hear from you.
Stay tuned for the next Communication C: Commitment
Now, go sell something!