Is there such a thing? Sales can turn us into ugly monsters. Massive pressures to deliver quickly, outperform competition, and hit massive sales goals. Not to mention, our ability make this happen determines our paycheck. No big deal.
With these expectations, it is easy to become focused on “closing the deal” that we lose touch with the way we treat our team and our customers. It’s not worth it. The “Me! Me! Me!” mentality causes damage. I write this post because I am constantly doing my best to sell and treat others with compassion. I fall into the traps just like everyone else. The tools below have helped me remain true to the kindness at the core of my being and recognize the same in the other.
1. Recognize the Other Person is You – Before complaining about the other taking too long, messing something up, or simply not doing a good job – pause. Ask: “What is REALLY going on?” Perhaps this person is having a terrible day, experiencing challenges at home, dealing with a sick family member or friend. We don’t know until we ask and most times, there is something deeper. We can relate. We have these challenges too. Recognizing the other person is you says: “I’ve been there. I understand.” That person isn’t thinking about US in that moment. They are thinking about something more important than closing the deal. Recognize the other person is you.
2. Remember the Common Goal – We are all working toward the same goal: Close the sale. Win the Business. Take care of the customer. Don’t get stuck on the processes or drama. Focus on what needs to happen to move things forward and remind others who get off track. Everyone is doing their personal best to achieve the common goal.
3. Slow Down – I have to constantly remind myself of this. Am I operating in reactive mode like a robot or am I mindfully making the next decision? Even a single pause and deep breath can bring us back to global thinking. Remember trying to complete 2 tasks at once never works. Talking to a client and working on their quote at the same time – it’s not possible do give full attention which is not cool for many reasons. Slow down. One thing at a time and complete that single task the very BEST you can.
4. Prepare – It’s not like we jump out of bed and decide, “I’m going to sell compassionately today!” It takes preparation. Find a time before work, perhaps before you open email, to make a commitment and set the intention. Write it down. “Today I will move a little more slowly.” “Today I will do one thing at a time.” “Today I will ask what is really going on.” “Today I will give my full attention to the other.” This 1 minute practice is powerful and a massive game changer.
I can’t wait to re-read this and drink my own medicine. Selling with compassion is possible. We aren’t all sales monsters 🙂
Peace, Love, Compassionate Sales,
Nadene
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