Copyright 2007, High Impact Training & Coaching Systems
Think inside the box for better results?
If you’ve been in business for at least a few years – or have ever paged through a couple business gurus’ bestsellers – you’ve no doubt been encouraged to ‘think outside the box’ a time or two. Open your mind to new possibilities. Think creatively. Innovate.
By the way…how quickly did you figure out a solution to that nine-dot puzzle?
Here’s another thought. Maybe, just maybe, thinking outside the box has become so everyday, so clichéd, so easy … that’s it’s time to think inside the box, get back to the fundamentals, and significantly improve your business with sales basics that really work.
One sales productivity expert who says right now is the right time to focus on the fundamentals of business is Charlotte Landram, a highly successful leader of sales organizations, professional coach and founder of High Impact Systems in Phoenix. Landram works one-on-one with hundreds of clients every year and leads group seminars on a variety of productivity and success topics. A key need now, she says, is business 101 strategies.
“We’re early into a new year, and we’re charged up with personal and professional resolutions, new sales goals, and basically a renewed spirit,” Landram begins. “For many of us, we’re also feeling the impacts of economic swings in the real estate, financial services and retail sectors. Even if we’re fortunate enough to avoid a slump in our individual numbers and business, we’re likely interacting with some people not so fortunate.
“But rather than dwelling on negatives or external issues out of your control, I say ‘Get back to basics.’ Turn your full attention to the fundamentals that will ensure your sales success,” she adds. “Spend some time concentrating inside the box on the things that really earn you results.”
Landram offers the following four inside-the-box sales tips:
Become an every day prospector. Successful prospecting, according to Landram, takes time and a consistent approach.
“If your prospecting approach is inconsistent, I can almost guarantee your productivity will wax and wane. Without consistent and disciplined prospecting, you set yourself up to lose business,” Landram adds.
“I learned the power of this tip from Jo Capito, a very successful sales rep who built her business by thinking: ‘Today I’m going to lose a customer.’
“She set her priorities for each day with this in mind,” Landram adds. “Of course, in reality she lost very few clients – and yet she worked as if she would. Jo was one of my personal mentors, and she taught me so much about the sales process. She still mentors and teaches sales representatives today.”
Landram counsels sales professionals to set up a specific system for prospecting, including reserving time each day for making contacts with prospective clients.
“You really have to remind yourself daily to respect that time,” Landram explains. “The time may get erased from your schedule on some days, but if you make it a key part of your sales discipline, you’ll win out over other distractions that come up.”
Understand (and appreciate) what makes you successful. Or, stated another way: Know who pays you!
“In order to grow a strong business you have to spend the majority of your time on the people and things that really matter,” Landram says. Appointments with prospects (see above) fall into this category. Calls to existing clients do, too. Relationship building? Focused networking? You bet.
As you plan each day, week and month, schedule adequate time with the most important people to your business, Landram advises. ”Develop the skills and discipline to manage your time effectively.” Ask yourself: ‘Will this generate money?’ ‘Is this the best use of my time?’ Delegate (or find help with) your second-and third-tier tasks.
“I suggest sales professionals apply the 80/20 rule here,” Landram adds. “Make sure you’re spending 80 percent of your time, energy and talent on the relationships and activities that truly help ensure your success. Those are the sales fundamentals – the things inside the box. Get creative with the remaining 20 percent of your time.”
Take time to learn and grow. When was the last time you attended a workshop or seminar? Read a book…or did some industry research online? How long has it been since you cultivated some new relationships that push you to excel?
“To develop in any endeavor – and especially sales – you must take time to reflect on what you’re doing,” explains Landram. “Aristotle gave us the formula: ‘Experience + Reflection = Wisdom.’”
Do you have plans in place to capitalize on opportunities? Are you prepared if a new line of business walks in the door?
“This personal and professional development time is truly an investment in your business,” Landram says, “and the principle behind it is really the same as the sage financial savings advice of ‘pay yourself first.’
“Position yourself for continuous learning and skill sharpening,” Landram adds, “and you’ll position yourself for long-term success.”
Don’t try to do it alone. This is a sales success fundamental that trips up a lot of professionals, Landram says.
“It’s rather easy to fall into a mindset of ‘It’s me against the world,’” Landram explains. “We often feel we’re out there all alone. We try to do everything on our own.” From managing administrative tasks to managing client relationships, it’s all on your shoulders, right?
Not necessarily.
“There’s tremendous value in calling in help,” Landram says. “I suggest sales people find a coach or mentor to turn to. Someone who knows your business, has been through the process a time or two, maybe someone who has unique insights or local knowledge – these are people who can help you in so many ways.
“I also recommend finding a trusted colleague to become your accountability partner,” Landram adds. “Develop a relationship with someone who will hold you accountable for all the things that drive your success – someone who will challenge you, ask you difficult questions, provide timely reminders, get you back on course when necessary…and someone who will applaud your every accomplishment.”
Employ these four fundamentals of successful sales…and watch your business systematically grow from within the box!
All rights reserved. No parts of these articles may be reproduced in any form or by any means without permission in writing from Charlotte Landram.
