Just as a compass always points to the north, so there are rules that lead to success
I was checking out some of the folks that i am following on twitter to find out what they are tweeting and not just the tweets that i see on my twitter feed as the feed could be easily hijacked due to multiple reasons.
I saw that Clay Christensen had shared a TEDx Video on twitter. His first and only tweet in almost a month. That intrigued me and listened to the video and loved it so much that i had to share it with you all as Michael Raynor shares the rules of long term success and in a way that is so simple and easy to understand.
He shares the three rules for success:
- Better before cheaper
- Revenue before costs
- There are no other rules
These are exactly my beliefs about running an organization to achieve long term success. I could not have presented my case as well as Michael (partly as I dont have the research to back it up, which he has).
So, enjoy the video and hopefully you are able to follow these rules for success and enjoy long term success in your organization.
So, what are your rules for success?
Simple Framework for Sales Effectiveness
In an earlier blog post, I had introduced the “SIMPLE” framework to increase your sales effectiveness. I had elaborated on the 1st step which was about how to “Surprise” your customers to initiate their engagement.
Today, I shall elaborate on the next step – Inspire your customers.
One of the biggest reasons why deals don’t go through is in-action. Sales teams don’t lose a deal to their competition but to status-quo.
The first step in fighting status-quo is to inspire your customers to act upon the new insight that you had used to surprise them.
- Paint a picture for your customer about what their future could be, if they act on the insight that you have uncovered for them. Share it as a story, with as much details as you can imagine. Talk to them about how the change that you are suggesting will affect their organization and themselves as an individual driving that change. Compare their current reality to the vision that you have painted. Go back and forth between their current reality and the future reality.
- Once done with this, paint a picture of what happens if no action is taken. Make it as vivid and detailed as possible. Research shows that pain is much better motivator than pleasure. Show the pain that they would need to go through if they don’t take action now.
As a sales executive, you are in-charge of leading your customer through the journey to a better and more effective future. And one of the critical skills that you need to cultivate is the ability to “inspire”.
As you can see that the ability to “Inspire” depends a lot on your ability to tell a story. Highly effective sale executives have this ability. This is also the reason why you get to see so many CEO’s coming from the sales background. They need to develop themselves as leaders in order to succeed in selling.
This is not just true for large complex sales processes but also in short and sales processes that involves impulsive purchase behaviors. These impulsive behaviors are most likely due to a moment of inspiration.
So, if you want to stop losing your deals to status quo or in-action, learn the ability to “Inspire” your customers to action.
PS: Nancy Duarte’s opinion about the structures of great presentations!
Happy Valentines Day to Your Customer
Valentine’s Day is a day when we don’t fail to wish and take special care of our loved one’s.
So, why not spread the love to our customers, who are also special people in our lives (after all, we spend a significant amount of time with them or thinking about them).
So, what could you do this Valentine’s Day for your customer:
- Send a hand written thank you note to the key people who have worked with you in the recent past (whether as part of a sale – won or lost, more importantly so if you lost the deal).
- Send a book that is relevant to their current role or situation, with a small note thanking them for their love and support.
- Send an e-bay now gift card.
- Send a box of chocolate, with a hand-written note thanking them for their love and support.
- List down all the people in your organization, partners and customer/prospect contacts who have helped you in the past. Call them each and say thanks.
- If you like to draw or doodle, create a thank you doodle and send it to your prospects.
Everyone receives gifts and thank you notes during thanksgiving or christmas or new years. Nobody sends a gift to their customers during valentines day.
This is your time when you can stand out from the crowd and make an impact. And it the customers feel that you have been genuine in your emotions, they will reciprocate and you now have an opportunity to create a stronger bond with them.
I wish you a very Happy Valentine’s Day to all my subscribers and regular readers! If this is your first time, I do wish you a great day with your loved one’s and hope that you will come back again and hopefully subscribe to my blog.
If you do follow any of the above ideas, do share the result of the same.
PS: After publishing the post, I found out that there is a site, where you could buy “Business Valentines Day Card” for $1.99 each. You can check out the site here.