Introductions and Commonalities in Sales Methodology
It starts that first moment when someone approaches you. They randomly crossed your path, read or saw something about you, or were referred to you by an acquaintance. Either way, you go through the introductions, find commonalities, doing the sales methodology dance. If everything goes smoothly, a date is set for a future meeting. There may be a reminder email, phone call, or a text to confirm the details: the who, what, when, and where. And if your life is like mine, you begin looking at your schedule, see things are piling up, more demanding issues are in need of your attention, and the unexpected happens to cause the date to be pushed back.
I work in and around the sales profession. Because of this, I know sales methodology like the back of my hand. It’s upsetting to hear the phrase, “I hate salespeople.” And yet, I hear it coming out of my own mouth. Why? All too often, I receive calls and unsolicited emails from well-meaning sales representatives trying to sell me a solution to a problem I don’t have. They never ask about me, what my interests are.
It’s like a really bad first date with someone who only talks of themselves and every past relationship that has nothing to do with me today. They may be perfectly nice people, but they have no clue who I am, what my interests are, where I want to go in life, or why. After an hour, you find yourself walking away wondering why you just spent a couple of hours with someone though well-meaning just wasted your time.
At this point, you have a couple of choices when they give a follow-up call: you can try meeting with them again hoping for improvement, or you can simply say, “No, I’ve decided to go another direction at this time.” Personally, I always feel bad for the salesperson. I realize they are trying to do their job the best they can. But their execution is reminiscent of an awkward young adolescent male trying so hard to get the attention of the girl next door. You know the one I’m talking about. It takes years of practice to learn the dance, and the same is true for sales methodology.
Until the sales profession fully makes the shift from being forced into self-oriented goals, they will never be able to fully serve their customers’ best interests. Sales will continue to be a hated, disrespected, and maligned job. It doesn’t have to be this way.
Sales Methodology – Don’t Get Stuck on Repeat
If you ever saw the movie Groundhog Day starring Bill Murray and Andie MacDowell, you are familiar with Phil’s story. He is sent to Punxsutawney, PA to cover the Groundhog Day festivities. His personal goal is to get in, get out, and move on. He has no interest in the people around him. He has a goal and nothing more. However, he gets stuck and finds he is repeating the day over and over and over. Phil begins testing his limits; some end successfully, and many more do not. Then he learns there is something he wants more than his own personal goals. After reliving the same negative experiences repeatedly, he finally realizes he needs to make a change. He begins to make an effort to get to know those around him. He begins to positively influence peoples’ lives.
Doing the Same Thing But Expecting Different Results
According to Director Harold Ramis, Bill Murray spent ten years trapped repeating Groundhog Day. Ten years making the same mistakes and learning new skills. What if he had an app that could speed that process up? Imagine if he had an app that warned him he was about to get slapped or some other unexpected event?
What if there was an app that could speed up your sales learning and practice curve? Furthermore, what if there was an app that alerted you to danger zones that would keep you from reaching your goal? Can an app integrate into your daily activities and provide on-demand learning anywhere you needed? What if this app could positively change your selling behavior and ultimately your sales results? There is an app for that.
Learn From Your Sales Methodology Mistakes
Firstly, AXIOM isn’t likely going to be teaching you ice sculpture. Nor are we going to be teaching you French, or piano (unless Bob Sanders has extension plans I am currently unaware of). So don’t be Bill Murray. Don’t put yourself or others through bad dates. Spend ten years learning what counts so you can make a difference. Furthermore, it’s time to learn retention and reinforcement. Strive to continually and incrementally improve. Develop your best-selling self. And for the love of sales, avoid a bad first date!