Sondra worked relentlessly to hit her numbers and keep her territory on top of the rankings. Never shy about asking for business, if a sales report showed a dip in the numbers, Sondra would beat the bushes for the orders that might help push her over the goal for that quarter. Her customers believed her products were top-notch, as did other users down the distribution line. And because of this, if Sondra pushed a little at times, they often felt it wasn't too hard to accommodate her request to order early or more than planned.
Monday Morning Manager
Good morning & Greetings, here's this week's selling scenario to think about.
Back in January, Sarah Waple and I attended the annual Target Training International Conference. The conference always delivers great application insights for the science of Human Behavior that we incorporate into our programs at Growth Dynamics, and every year the team at TTI invites a key note speaker to address the close to 400 attendees. This year the speaker, Molly Fletcher, a sports agent out of Atlanta graced the stage and delivered a ten-bell message with humor, challenges and personal experience. I thought she was a great presenter with a great message.
This time of year salespeople everywhere find it harder and harder to get opportunities started and closed as the marketplace seems to be focused on the impending holiday season and end of the year clean up. Decision makers are dealing with their budgets and planning for the coming year and making buying decisions don’t appear high on the priority list. My advice is to stop fighting this trend and join the party.
The blog this week is pretty straight forward, and possibly a bit uncomfortable for some people to digest. For some reason in my coaching interactions with my clients this week an idea just kept tumbling out of my brain and I feel it needed to be shared today.
Here it is:
If you are in sales (and lots of other things like owning a business, running a race, skiing a snowy slope you must decide if you are going to be a VICTIM OR A VICTOR. Let’s think about selling though. Too often when I review someone’s results and ask what happened I am forced to listen to the lament of a VICTIM. The price was too high, the time wasn’t right, the backroom messed it up before, the boss wouldn’t meet with me, the other guy has this account sewn up. All the reasons it sounds right to just accept the results and not expect anything more. In other words, there is nothing I could have done to change the outcome, the deck was stacked against me. The plaintive voice of a victim…
But I have heard the rantings of a VICTOR when I challenge some others. They tell me of the risks they took, the willingness they had to keep going, losing wasn’t an option or the comment that they had nothing to lose by trying something else. These people don’t win every time, but they definitely win more than those that decided that being a victim is OK, or at least they had tried hard enough. Those VICTORS loved to win, but hated to lose even more. Those VICTORS tend to make all the VICTIMS uncomfortable when they see them accomplish the things others didn’t think could be accomplished.
I’d love some responses from people about the moments when they decided they would be VICTORS and what that felt like. I’d also love to hear from some people brave enough to say they are tired of being VICTIMS and willing enough to talk about how to change their beliefs and create their futures.
The Growth Dynamics executive team (both of us) just sat down to meet with a fresh-faced, recent college grad selling printers and copiers scrambling through his third week on the job. Geez, to be so young and full of optimism, Copier Colin had a smile on his face and he tried to manage the call and get us to be as excited about office equipment as he is. His manager was with him today, and frankly, she did a good job making sure no one got hurt in the exchange.