Greg's Right FIT #551–This week: Overcoming, Change, Speaking

Quick notes to help you find new business in less time with less effort. . . sometime next week.

In this issue: 

• Thoughts about Overcoming annoyances
• Being Human
• Random Stuff
• Back In The Day

Thoughts about Overcoming annoyances

• Taking a post-lunch power nap does wonders for staying on task in the afternoon. A caffeine-nap does even more. What is the caffeine-nap? Ingest caffeine right before taking a 20-minute nap. When you wake the caffeine is kicking in and you're ready to go.
• Handing over small annoyances to technology improves the day. After screaming at a bad password recovery sequence I gave in and subscribed to 1Password. Every day gets better.
• Enjoy your routines. They reduce stress, provide a restful state, and help you make good decisions.
• Don't assume the worst. It's possible something terrible is happening, but try to stay in the moment and focus on facts. The future isn't written, there's time to change direction and affect the outcome.

Being Human – Things change

"There is always more to be found by exploring the same subject again and again." – artist Dion Archibald

Maintaining momentum is a challenge in long sales cycles. The reason is that the selling vendor has one job: sell the product. The buying company, however, is doing many things. A new product or service is just one part of their jobs to be done.

I have seen, watched, experienced, and participated in a number of tactics and techniques to keep prospects interested. I've used complicated ROI calculators to convoluted rapport building schemes. They all work to some degree. There is one tactic, however, which works best for keeping momentum. It works no matter how long or complicated the sales cycle.

Restate the objective/value/outcome, and get agreement that it's still valid, meaningful, and accurate. Do this with all buyers, at the start of every call.

It's as simple as saying, 'before we continue, I want to confirm [objective/value/outcome] is still a priority." Then listen.

It works because it acknowledges that things change. Different buyers have different objectives. The daily press of business changes plans.

This tactic may seem repetitive when done before every call (or borderline insulting as one of my clients suggested), but asking gives prospects a chance to either confirm or modify their objectives. There's magic in having them answer the same question over and over. Take the time to ask and when you're the first to hear about a change you'll thank me. Your sales manager will thank me.

The more you know, the more you know! Try it. 

Random Stuff

"She had studied the universe all her life, but had overlooked its clearest message: For small creatures such as we the vastness is bearable only through love."
– Carl Sagan

As this note is delivered to your inbox, I should be starting family pictures before our eldest child's big wedding reception. She and her new hubby are days away from moving to Barcelona.

I am hours away from giving a father-of-the-bride speech.

I have been debating whether to print up and read what I've prepared, or go extemporaneous. If this were a business presentation I'd come in armed with short headings and talk. I've been prepping all week. Delivering a speech without notes in that setting is a no brainer because I rarely get choked up discussing the finer points of sales quotas. I just need to stay in the moment. Track what's going on around the room and mix in stories. Plus, I'm usually in a room of strangers. Tonight I'll be surrounded by loved ones doing our best to celebrate my favorite daughter's wedding. That's an emotional minefield.

That settles it. I'm reading.

Back in the Day

What I was thinking about last year, five years ago, and ten years ago.

• Last Year: Right FIT #499 – AI coaching was featuring in my brain last year during a hot humid spot of summer. I've played with these tools a lot since then and one of my friend's kids is part of a fast growing startup doing just this thing. Something is better than nothing, but what I've seen mostly reminds me of something I heard. Whether or not the technology can really replace you doesn't matter as much as if the salesperson can convince your boss the technology can replace you.
• Five Years Ago: Right FIT #290 – This is crazy, but five years ago this week we were celebrating the engagement of my middle child to the love of his life. In that short time they married, moved back to Omaha, and had a beautiful baby boy! Whew. Time moves, man. Time moves. (my lyric drop in the first section is pretty good too)
• Ten Years Ago: Right FIT #28 – It looks like every summer at this time I mention how hot and humid it is. Sometime in the last two years I learned to read the dew point comfort guide. 70-74 is "Very Humid" and 75+ is "Oppressive." As I write this we're at 73. Ten years ago it was probably worse. Thank goodness we moved the wedding reception indoors! Our guests wouldn't stand a chance.