February 22nd, 2010
A Square Peg In a Round Hole?
Behavioral Fit
And, speaking of all of these 8 elements working in sync to yield a solid, consistent superior sales effort, are you looking at the importance of a sales person’s “fit” with the sales role in your firm? The success of three elements covered above — Sales Talent, Sales Support and Sales Compensation — are dependent on how well you hire and motivate people.
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February 22nd, 2010
The Art of “Reading” People You Can’t See
a/k/a Cold calling and e-mailing “in style”
Our clients hear us talk about behavioral styles and the impact of modifying styles to fit the audience. We know that“people buy from people they like” and we tend to like people who are like us! When I can see your face, watch your movements and see what’s hanging on your office wall, I can get a good idea what you are all about. But, what about when I don’t get to meet you — when all of our communication is over the phone or by e-mail?
The good news for salespeople is that we all give “clues” to our preferences and our styles even over the phone and in writing. Now granted, it is harder to read someone when you don’t have all of the data but good salespeople can take some of the data and work with it. Even when we match the prospect or client just a little bit, our chances of creating a bond increase.
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February 22nd, 2010
Dealing with Difficult People
One of the Collaborative principals is an adjunct professor at a local university teaching a course with this name, so we’ve invested a lot of time in researching everything that has ever been written on the topic. Of course, we frequently talk about this also. Our key note speech to the PAICR organization in 2005 was on “The Five Secrets of Human Behavior”. So, why are there so many “difficult people” anyway?
Have you noticed—you live with them, you work with them, you may have them as vendors, or even clients! What makes a difficult person? People who don’t listen. Have their “own agenda”. Don’t seem to understand you. Keep “harping” on the same things over and over again. Generally disagree with you. Make you feel like you are 7 years old (or 11, or 16) again because they remind you of a parent. The list is endless and for each of us, the reason is different.
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