All posts tagged: Sales Yoga

Engaging the Buyer – Scott’s Sales Yoga Thought for the Day

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Buyers expect salespeople to vomit details all over them, making this expectation a huge opportunity. Practitioners of buyer-centric selling engage prospects and clients in highly collaborative conversations. This is one of the few aspects of selling we can actually control.

To achieve this:

  • Eliminate leading (multiple-choice) questions as they confine the buyer to your choices instead of hearing their needs and details.
  • Limit the use of locking (yes or no) questions to confirming details and closing the buyer since these gag the buy, shutting down their sharing of important details.
  • Avoid open-ended questions as these are usually long-winded, forcing buyers to focus more on the questions instead their own answers.
  • Generously use launching questions. These provocative inquiries are ten words or less, allowing those answering to give more details since they slow down the brain and evoke more information.
  • Employ integrative questions that frame their answers into additional questions. This fully engages the buyer in a fulfilling, collaborative dialogue that is memorable to them and more helpful to you in meeting and exceeding their expectations.

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Scott WintripEngaging the Buyer – Scott’s Sales Yoga Thought for the Day
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Got Stuck? – Scott’s Sales Yoga Thought for the Day

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Over the years there have been lots of “Got” campaigns, one of the most famous being “Got milk?” In selling, when we get stuck, it seems far from being a pleasant experience like a mustache from a tall, cold glass of milk.

This was true for Fred, a manager who ran a book of business in executive search. As Fred sat across a conference table from me, he clearly had gotten quite stuck. He was in a slump of all slumps, having not closed a deal in several months. For a guy that had always placed multiple candidates every month, this felt like the beginning of the end.

Fred told me that, in the past, he had never had this issue. “Business just seemed to flow,” he said, the stress of the circumstances audible in his normally strong and confident voice.

I asked, “What were you doing then that you’re not doing now?”

That one question began an immediate change in momentum as he realized there were several rather simple things he had been neglecting, including actively taking talent to market, presenting people in the way that all buyers buy (which I call Front of the Box Marketing). Fred and I collaborated on a plan of action which incorporated these neglected aspects of his desk back into his daily routine. He went from being stuck to having some of the best months in his career.

That’s the beauty of getting stuck…it’s the universe’s way of reminding us of what’s really important in the practice of selling.

Next time you’re stuck, ask yourself:

What were you doing then that you’re not doing now?

If you’re like Fred and you take action on what you learn, you’ll go from “Got stuck?” to “Got deals!”

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If you’ve not read Sales Yoga, you can download a free chapter today.

Scott WintripGot Stuck? – Scott’s Sales Yoga Thought for the Day
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Email is Not a Form of Communication – Scott’s Sales Yoga Thought for the Day

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Effective communication is never one sided, but that’s exactly what you get with email. One person writes and transmits; the receivers read and reply. These monologues are never, ever effective dialogues as there is a time delay that allows too much room for misinterpretation, misunderstanding, and miscommunication. Email strips away not only the tone, and too often the context, from the message, but it also removes the very essence of efficient and effective human conversation.

Is email bad? Of course not; it’s just poorly used by too many people. Salespeople, leaders, customer service staff, recruiters, and, for that matter, anyone in business can breathe new life into their relationships by simply picking up the phone or meeting with someone for a brief dialogue.

Email is not a form or communication; it’s a means of transmission and documentation. We’d all do well to use it just for transmitting a contract or proposal, or sending one to two sentences, at most, to schedule a meeting or confirm a time for a call. Otherwise, let’s all have real conversations, versus the fakery that poses for one in our email inboxes.

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Scott WintripEmail is Not a Form of Communication – Scott’s Sales Yoga Thought for the Day
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What Was the Question?

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Scott's Monday Morning MessageNext time someone asks you to repeat a question, count the number of words. Chances are it was more than ten. I’ve often noticed this happening with salespeople talking with prospects and clients and executives speaking with members of their team. What’s the issue? Our brains process questions of less than ten words much more effectively than those that exceed ten.

Each time we pose a question of more than ten words, the listener spends more time focusing on the question and less on their answer. Even if they don’t ask you to repeat the question, which often happens, he or she is still too focused on your question.

Questions using ten words or less are understood more quickly and answered more thoroughly. This generates lots of details, a richer conversation, and even more buy-in.

Our Sales Mantra in Sales Yoga reminds us to:

Say little, ask a lot.

As we ask lots of questions to understand the thoughts and needs of those around us, it benefits everyone if we use less words in questions, prompting the listener to give lots of details.

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Scott WintripWhat Was the Question?
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Compulsive Buying – Scott’s Sales Yoga Thought for the Day

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Why is it that buyers continue to purchase services and products inferior to those delivered by your company? Momentum is the cause and the cure.

If what you offer is truly better, the buyer has to stop focusing all of his energy on the current provider and shift some of that your way. The temporary deflection of momentum accounts for only 10% of his energy and attention; the other 90% is what keeps him in the current purchasing pattern. This is why buying is compulsive—people stay with what they know even when it’s less than ideal. The compulsion to buy from you must be greater than the momentum of the status quo.

Attempts to convince, cajole, or coerce people rarely, if ever, works to overcome their current compulsive buying. This is why, in Sales Yoga, we practice Front of the Box Marketing to attract attention, then create buying experiences through Sales Flow, living by the mantra:

Buyers always believe themselves, but only sometimes believe you.

Nothing shifts momentum more powerfully and completely than when decision-makers convince themselves to let go of compulsive buying that does not serve them as well as being served by you.

Compulsive Buying

Scott WintripCompulsive Buying – Scott’s Sales Yoga Thought for the Day
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Gorilla Presence

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There are books, seminars, and videos on the topics of Guerrilla Marketing, Guerrilla Creativity, and even Guerrilla Financing. How about some Gorilla Presence?

This video shows what happens when you show up, practice patience, trust the process, and remain present.

Scott WintripGorilla Presence
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First Time Thinking – Scott’s Sales Yoga Thought for the Day

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Each of us is not responsible for our first thought, but we are responsible for our next action. This simple mantra not only can create powerful shifts in thinking, it can also allow us to see things that were previously unseen.

The video in this post of two women experiencing their first flight is a powerful example of how anyone, anywhere, can see the wonder in life. There is nothing, absolutely nothing, like seeing or experience something for the very first time, be it the birth of your son or daughter or that initial experience, as a child, of watching fireworks light up the sky.

First Time Thinking comes naturally when it’s actually the first time that something happens. Yet, this mindset can be activated any time we choose. All it takes is a conscious choice to see the details around us as though for the very first time.

Leaders, salespeople, customer service personnel, and support staff see the unseen by taking a moment to really think about the following question:

What if I were seeing or experiencing this for the very first time? What would I see?

Opportunities abound, problems become immediately apparent, and subtle, yet, important details become crystal clear the moment we engage in First Time Thinking. What will you see that you haven’t been seeing?

Take a look and find out.

https://www.youtube.com/watch?v=zD2NtzEPBcA

Scott WintripFirst Time Thinking – Scott’s Sales Yoga Thought for the Day
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Gone, But Not Forgotten?

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Scott's Monday Morning MessageMany buyers are forgetting to buy from salespeople they actually like. Is it message? Quality of service? Cheaper price? No, no, and no.

It’s even simpler than all of that…it’s presence. Even many of the very best salespeople are losing deals because they aren’t around when buyers are ready to buy. What’s most unfortunate about this is that showing up is one of the few things salespeople can control.

Out of site, out mind, means out of contention. This one fact alone is why many sales organizations aren’t reaching their full potential.

There’s lots of talk about “stickiness” these days. People who keep showing up, engaging buyers in meaningful dialogues, stick like glue. Presence is what binds buyer to seller, as they are in sight, in mind, and in contention.

Scott WintripGone, But Not Forgotten?
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Knowing Does Not Mean Doing – Scott’s Sales Yoga Thought for the Day

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Next time someone someone tells you he already knows all about what you’re saying, say the following:

That’s great! How much are you doing that?

Chances are there is a gap between what someone says they know and what they’re doing with that knowledge.

The divide between knowing and doing is plaguing companies across the globe. The dangerous assumption that just because someone knows something automatically means she’s doing it keeps her from looking closely at her actual behavior. Managers who don’t look closely at the division between know and do are missing the opportunity to ensure what matters most is always being done. This is especially true of those dreaded and maligned “basics” that too many people spend too much time getting back to every few weeks or months.

Imagine what would happen if people stayed with those basics. And why shouldn’t they? If they are so basic, there’s no excuse nor any barriers to doing them, since they are so basic. The real issue, more often than not, is the Knowing Doing Divide. Bridge that gap and you’ll not only close a mental loophole, you’ll close more deals and retain more customers.

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Scott WintripKnowing Does Not Mean Doing – Scott’s Sales Yoga Thought for the Day
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Say What You Mean, Just Don’t Say It Mean – Scott’s Sales Yoga Thought for the Day

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Tough love and brutal honesty are, quite honestly, terrible ideas. Love is never, ever tough and telling someone the truth doesn’t have to be harsh.

We can tell anyone what needs to be said with clarity, composure, and compassion. So, today and each day hereafter, I encourage you to be direct AND kind. You can say almost anything to anyone if you say what you mean without saying it mean.

Scott WintripSay What You Mean, Just Don’t Say It Mean – Scott’s Sales Yoga Thought for the Day
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