I have four boys, the “why” behind everything I do. Identical twins 8, (Noah and Luke) a middle child at 10, (Landen) and the oldest 14 (Devin) as of this week. What my kids taught me this weekend again, is that a lot can be applied to the sales profession from parenting kids and applying steps in creating successful habits can take.
First everyone can be reminded of the “basics” and always have a “steps” chart or check list to complete the 1003 and gain the supporting documentation. The steps of the sale, to the art of the close. Basic’s are where it’s at. The more after Sunday’s brunch that we enforce as parents to “clean” the rooms the more basics of what that means to the kids. My middle child has caught on fast, he makes his bed, and brings down his dirty laundry without being asked. But he always seems to forget the to look “inside” the closet to clean out the socks that didn’t make it in the hamper. Or my twins, for example, we made a “check sheet” to award them with stickers when they completed each task. They don’t subconsciously do all the tasks in cleaning up their room. More like half asked… LOL> But the point is by having a check sheet on the tasks associated with that assignment they are starting to complete each one. And it helped that I showed them what to expect multiple times as well. It’s that repetition as a teacher to remind them of the basics. It’s the check list that helps them complete the actual tasks associated. The more I stress the basics the more complete the “assignment is”. This can be applied to sales in any facet. Every sale has some “bill” or receipt that gets filled out, go back to basics this week in a jump start way. It will energize your week.
Second, while focusing on the “basics” point out one aspect of that habit to focus on and improve on. Each week as I help my middle child “check his room” I ask him before I go in there, take one more look at it as if you were me, and pick up something or straighten something out. Get your eagle eye out Son. Well that same trick can be applied to sales too. If you stick to the basics and your flow of sales is good then hone in on one aspect that will help you make a difference. Then the next week, do it on another “step” in the process of what you do. A step somewhere that can help you. For example, if you take a 1003 like a fluid conversation, but when you get to the point of asking for a Social Security number you choke up, hone in on planting the seeds upfront that you will need it later in the conversation if something would be done. Here’s another great example, if you have a CRM, every time you have a conversation with a client or prospective buyer that you keep track of what you talked about or incorporated personal information in your “data” on that contact. It can help develop “relationships” of which you can add value if you are business partner with that someone perhaps. (ie Birthdays, or spouses names, or names of kids, favorite sport team, their motivation and goals, etc). Do this weekly and “develop” successful practices in each “step” of what you do. Break it down to mini projects if it helps you think of it that way. Then go through four weeks where you go after that “one” aspect. At the end of four weeks, your ACT of the basics will be much more in depth and your 1003’s for example could be more accurate.
LAST AND MOST IMPORTANT ASPECT OF IT ALL> The one thing that wraps each one of the two above in place. The kids I have are full of energy, and they have the BEST FOLLOW THROUGH. I can “predict” what my kids are going to say when I tell them to clean up. I know they will have that follow through, to find a way to divert their energy at anything “but cleaning up”. And while they are in their room, they are playing. Same with “predicting” that they will come running to me at exactly 8:00 pm and say “it’s SNACK TIME”. LOL. They have the best follow through on the things THEY LIKE. And while the action of the act of “cleaning” isn’t followed through, I’m working on that habit. The habits they don’t like, those are the ones you focus on. Or in sales, the “detail processes” that complete the sale right, and thoroughly. The fact remains they have a hard time getting over cleaning is something they have to do. I know all kids go through that stage, but it’s the little acts of cleaning up behind yourself I was explaining that make great habits in being clean. Each step of the “little acts” is something that in sales you can relate to any aspect of your pitch and then practice. Hone in on each step, and have TREMENDOUS FOLLOW THROUGH on both the processes you do not like, and those things you do.
May you find the luck of the IRISH at the end of the rainbow this week.
Sell Well – JUICEMAN