The Newest Competitor for Sales

A tough new competitor has just re-entered the sales game. This competitor has invaded almost every industry. Whatever you’re selling this competitor is lurking under the surface of every sales opportunity. Sometimes they are not even under the surface, they are sitting boldly on top of YOUR sales opportunity.

This competitor is particularly nasty too. They aren’t even interested in stealing business for themselves. The only thing they want to do is wreck the deal for everyone. They want the salesperson to go away empty handed. Worse, they want to leave the customer empty handed and with no help too.

The name of this competitor is NO! No has a twin sister who has entered the fray as well. Her name is Not Now. If you’re newer to sales you may not be familiar with these formidable competitors. But if you’re not careful they can be much tougher than the competitors you normally face.

The competitor named No and his sister Not Yet are always around but they thrive in uncertain times. They last entered the profession of selling in 2008 and 2009. They were pervasive enough to end the sales careers of many unprepared and unprofessional salespeople. The bad news is that many sales are being lost to No and Not Yet in the current business environment. The good news is that a great many of those lost sales are not truly lost, they are merely delayed.

It is vital that sales professionals understand that while No and Not Yet can slow a sale down they can’t stop it completely.

As effective as No and Not Yet can seem they are readily defeated by replacing the unknowns of today with the information that customers will need tomorrow.

The best salespeople seldom lose a deal to No in uncertain times and they never lose a sale to Not Yet. Product peddlers float to the sidelines when No and Not Yet enter the game. Professional Salespeople hold their ground and expose No and Not Yet as imposters who only want the worst for customers.

Information erases the unknown. If No and Not Yet try to get between you and the customers you’re trying to help STAY IN THE GAME. Provide your customers with the best information you can. Industry information, product information, problem-solving information and whatever advice you can offer based on your own expertise.

Don’t float away from your customers and leave them alone in the vastness of the current unknowns. They may not remember exactly what you’ve done for them in the presence of No and Not Yet but they will certainly remember how you made them feel.

Make them feel like more than a customer. Make them feel as if they matter as a person because in fact they do. Sales right now is far more about helping people than it is about closing a deal. That’s actually always true but it is vital right now.

It’s likely you’re not spending as freely as you were a month ago. Neither are your customers. But one day your own unknowns will be gone and you’ll feel safer spending again. That too will be the same for your customers.

If you can stay with your customers in the presence of No and Not Yet today then your customers will be there for you tomorrow when No and Not Yet have faded away until the next time of uncertainty.

Fear Isn’t Real

There seems to be a lot of fear going around these days. Fear of getting sick, fear of going broke, fear of going broke because you got sick, fear of the unknown and apparently even fear of running out of toilet paper.

All this fear going around is kinda weird since fear isn’t actually real. You can see someone who appears to be scared but you can’t see the fear. You can hear someone scream but you’ve never heard fear make a sound. Fear has no odor, no color and no taste. Show me what fear looks like and I’ll hold up a mirror and show you someone with a vivid imagination.

You’ve never seen fear because fear doesn’t exist.

Dale Carnegie once said the “the only place fear exists is in our minds.” If that were all there was to it then no one would ever be afraid. Unfortunately the mind is very powerful and it frequently convinces us that the unreal is indeed very real.

When your mind convinces you that your fear is real the effects can be devastating. Fear can be and often is fatal to dreams. It paralyzes our thinking and it spreads quickly. Allowed to exist long enough fear will consume all rational thinking. When relational thinking is gone fear can play all kinds of tricks on us. It’s favorite trick seems to be making us believe the possible is actually impossible.

The good news is that there is an antidote for fear. It’s called action. Almost any action will do but nothing beats carefully considered, planned out action.

That is one reason I have so many plans. Plans in case I lose my income. Plans in case I get sick and can’t work. Plans for things out of my control. Yes, I understand that I can’t control things out of my control but I can certainly have a plan for how I will respond to them. So can you!

I have plans so when fear attempts to overtake me I don’t have to think…I just have to take whatever actions my plan says to take. That fake sensation of fear gets swamped by action.

Having a plan before fear attempts it’s takeover is best but it’s not essential. But when fear begins to creep in you must act quickly. Just do something. Do one thing that you know is right. Then do another, a couple of quick actions will buy you a bit of time to do some planning. Be sure that your plan includes lots of action steps because every action you take will weaken fear’s ability to hold you back.

As powerful as fear can feel at times the reality is that fear has only the power that you allow it to have. The secret to eliminating fear in your life is to believe in yourself more than you believe in fear.

Fear is an illusion that is easily exposed by logical thoughts and actions. YOU CAN beat it. You can outthink it. You can out hustle it. You can overpower it with a belief in yourself.

The only question is whether or not you believe you can.

So, do you believe?

Forward to Normal

I sure have heard from lots of people who are waiting and hoping for things to get back to normal.

While I understand that sentiment there are two mistakes being made when we express it.

The first mistake is waiting. DON’T wait! If you’re waiting for what was normal to return I’m afraid you’re going to have a heck of a long wait. Some people and organizations will emerge from the current situation with the potential to be more successful than they were before. They are not going to create that success by waiting.

They are actively evaluating the events swirling around them to determine what they can control and exactly how they can control it. The key word in the previous sentence is “actively.” They are not ruminating over what is. They are creating what will be whenever “what is” is over.

Don’t wait, begin this very moment to determine your exit strategy from this pandemic. Determine what you do right now. Determine what you’ll do when the world reopens for business and how you will maintain that momentum when things start to feel a little more normal.

Speaking of normal…why would anyone want to go “back” to normal? You will not find your future success behind you. It is simply a waste of time and effort hoping for normal to return. It’s not coming back!

I have no better idea than anyone else what “normal” is going to look like a year from now. But I’d bet your next paycheck that it is not going to look like last year’s normal.

Instead of hoping to get “back to normal” you need to be looking forward to normal.

Normal will be different than normal used to be. We can’t fully go back to what was and that’s okay. Abraham Lincoln said “The best way to predict your future is to create it.” We have an incredible opportunity right now to create the next bit of our future. Don’t let that opportunity pass you by!

I know we all love normal. I’m not a bigger fan of change than anyone else but this much I know for sure….things are going to change. They only question we have to answer is this: Is change going to happen to you or is change going to happen because of you?

If I have to be on the change bus I’d much rather be driving. There are plenty of steering wheels to go around, will you join me in determining the future direction on your life?

Listening to You

There’s a pretty good chance that everything you know to be true isn’t. “Knowing” things that you really don’t know will get you in as much trouble, or maybe more, then not knowing about them at all.

The good news is that there also is a pretty good chance that you know stuff that you don’t even know you know.

The stuff you know that you don’t know you know is sometimes called intuition or instinct. I think psychologists would say that it’s actually things you’ve learned that your conscious mind has forgotten but your subconscious mind hasn’t.

Leaders who lead in difficult times trust those instincts. They also know that they could be wrong about most anything so they verify what they “know” to be true. In order to do either of those you must work with a wide open mind.

When you’re unsure of anything it’s good leadership practice to seek out advice from those you trust. Listen to them. When you’re sure of something it’s a good idea to listen to opposing viewpoints too, if only to determine if others are as sure as you. This is when an open mind is particularly important.

Great leaders have open minds, they seek out advice and then act. They may or may not follow the advice of others. They listen to everyone and everyone includes themselves.

Don’t forget, your instincts could be spot on. Just because you don’t remember learning something doesn’t mean your entire brain has forgotten it too.

Listen to yourself. Trust your instincts and trust your gut. Your experience will not mislead you, your experience has no motive of its own. Using your personal experience to make decisions shows that you can learn from your successes AND your mistakes.

So go ahead and seek the guidance of others but seek your own guidance too. When you listen to you it’s possible you’re listening to the one person who can help you the most.

You most likely know more than you think you do, but remember, no one knows it all.

Tough Decisions

There are many characteristics that make a leader. One of the most important is good judgment, especially when making tough decisions. Poor decision making can make small problems big and cause big problems to become fatal.

The tendency of weak leaders is to put off decisions as long as possible. Sometimes it’s actually possible to put off a decision forever. Except it’s not really possible.

What weaker leaders don’t seem to understand is that not making a decision IS a decision. It’s a decision not to decide and that particular decision is almost always a bad decision.

Other leaders, even good leaders, want to wait to make a decision until they have as much information as possible to make a correct decision. That’s good thinking…except when it isn’t.

The very best leaders are prepared to make decisions even when they don’t have all the information they wish they had. They are prepared to make decisions even when the information they use to make those decisions changes every day.

They use past experience as reference points and their “gut instincts” to make the best decision possible at the time the decision needs to be made. They don’t only do that with small or easy decisions. In fact oftentimes they have to make the tough decisions, even the toughest decisions, without all the information they wish they had.

But Authentic Leaders make the decision anyway.

Authentic Leaders know that it’s easier to fix a wrong decision than it is to fix no decision. A real decision causes action to be taken and that action can be adjusted as many times as a fast changing situation may require. No decision is a decision to not take action and that inertia becomes more difficult to overcome the longer it persists.

It takes a ton more fuel to get a plane in the air than it does to keep it there. Changing course also requires far less energy than taking off. So it is with decisions too. Once you’ve made a real decision you’re in motion and motion begets motion.

Authentic Leaders make tough decisions. Many of them don’t enjoy having to do that but they make those decisions anyway. They know some of their decisions will be wrong but most of them, especially the big ones, will be right.

Don’t delay when it comes to making a decision. The moment you have enough information to make a decision make it. If you don’t have enough information to make a decision and a decision must still be made then make the decision.

Somewhere inside all of us is the ability to make good decisions. Authentic Leaders reach within themselves and bring that ability to the surface. That “reach” begins with a willingness to risk being wrong. It includes an understanding that a wrong decision gives a leader more control over a situation than no decision at all.

Don’t try to hide behind a “no decision,” take a risk of being wrong and make a tough decision, who knows, you may be right.

Today’s Effort Determines Tomorrow’s Success

Many times towards the end of a year salespeople sort of “coast” their way towards the New Year.

In times of uncertainty many salespeople do the same thing, they take their foot off the gas and stop selling. It’s a mistake at the end of a year and it’s a mistake in these times of uncertainty.

“Sales” are different right now than they are in more normal times. But different does not mean impossible. “Sales” in their current state might also not mean making a sale. It may be, and likely is, more about being available to your customers. It most definitely is about staying in touch and keeping your lines of communication open.

Whatever secondary methods of communication you used to communicate with your customers prior to our current situation are now most likely your primary methods. By secondary I mean texts, email and phone calls. Your primary method was face-to-face and in most cases that’s not possible at the moment.

If you somehow can make face-to-face calls and both you and your customer are comfortable with it then I guess that’s fine….so long as it is SAFE FOR OTHERS AND IN NO VIOLATION OF CURRENT LOCAL, STATE, AND FEDERAL GUIDELINES.

How ever you do it, you must stay visible to your customers. You must remain a resource to whatever extent you can. You must remain willing to help. In fact, I’d recommend each communication include that very question; “How can I help?” Or “What can I do for you right now?”

Beyond some sort of personal contact with your customer there are many other sales activities you can undertake. Many many salespeople had things, productive things, that they were going to do “someday.” We’ll guess what, someday has arrived!

You know the stuff you were going to do “someday” but never had the time to do. Things likes reviewing notes from accounts that haven’t purchased from you in a long time, or maybe ever. While “someday” is still going on review those notes to determine what you will do differently to earn that customer’s business when personal selling becomes possible again.

Now is also a great time to prepare and practice responses to your most common objections. And by the way, the most professional and prosperous salespeople practice those responses out loud.

We should talk a bit about prospecting. I am not an expert like Mark Hunter @thesaleshunter is. But I’m thinking if you’re going to attempt to prospect right now you must tread very lightly. It just seems almost inappropriate to me. But like I said, others know far more about this topic in times like these than I do so I could of course be wrong…but I don’t think so.

That doesn’t mean however that you can’t prepare new prospecting materials. Prospecting emails, letters, leave behind materials and phone scripts. You can even practice your phone presentation so it doesn’t sound scripted. Just so you know, if you ever call me and it sounds like you’re reading a script, I will never buy from you. Most people are like me, they won’t either.

I have been in and around sales a very long time. I don’t believe we have ever experienced anything like this. With other major disruptions we have faced we could see or at least predict what the end might look like. Not so much this time.

Many things are unlikely to go back to exactly the way they were but it’s my guess that sooner rather than later sales will return to pretty much normal. What you do in these abnormal times will determine your level of success and how fast you’re personally back to normal when the “ab” in abnormal is gone.

Stay in the game and keep selling. Take the long view and realize your activities today will shape the curve of your personal comeback later. That is most certainly not the curve you want to flatten!

The Best of Times

There are not too many people, okay, maybe nobody, who would describe these as the best of times. People all over the world are confined to their homes….or far worse. When you consider the alternative being confined to the comforts of home for a couple of weeks isn’t so bad.

But a lot of how “bad” it is, a lot of how bad anything is, is determined by your choice of attitude. And yes I would tell you that even in these times, even in times worse than these, YOUR attitude remains YOUR choice.

The opportunity to choose your attitude has been described as “the last of the human freedoms.” That freedom can’t be taken from us by any person, any circumstance, any organization, any government, or any illness.

You ALWAYS have the choice of a positive attitude. You ALWAYS have the choice to look on the bright side of any situation. Sometimes you have to look harder, sometimes a lot harder, to find the bright side but it is ALWAYS there. It’s simply a choice.

While it is simply a choice it is not a simple choice. It is a choice that must be consciously made. If you do not intentionally choose a positive attitude then other people and circumstances will choose your attitude for you…and it’s unlikely to be positive.

It’s easy to find things to ruin our attitude. But it’s also pretty easy, when we make the conscious effort, to find things to keep youself in a positive frame of mind. Maybe it’s a grandchild’s giggle on a FaceTime call, maybe it’s the perfect blue sky, heck, maybe it’s even that you have toilet paper.

Whatever it is, if you look I promise you’ll find a bright side. I am certain there are reasons in your life to be optimistic. But is must be an intentional choice. It must be made daily or even multiple times everyday.

I have this mindfulness thing on my AppleWatch that reminds to me to take a breath several times a day. I turned it off almost as soon as Apple added to the watch. I’ve turned it back on now, not because I can’t remember to breathe. I use it as a reminder to look around at all the fantastic things going on around me and in my own life.

I might be stuck at home but I refuse to be stuck in a rut. There are two sides to a coin, two sides to a story and two sides to every situation, the dark side and the bright side. Will you join me in looking for the bright side?

Take a look around and share what you find in the comments section. Sharing your bright side might even help others find their own!