High performing sales people are like profitable customers
It's ironic! High performing sales people are just like profitable customers: They are driven by a mission and purpose (i.e. WHY). Their burning desire leads them to what we call "desperate dissatisfaction" (i.e. WHAT, WHO and HOW).
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What is it that perpetuates a burning flame in sales personel, or to make a comparison, in our most profitable customers?
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(WHAT) From distrusted to entrusted
The most fundamental part of any success is trust. Trust begins with WHAT. It's down to such things as your track record, what you've done in the past and what you stand for. If what you have to offer based on your history fulfills their purpose (WHY), then this overlap becomes the driver of continued value innovation. One of the initial dialogs with a customer should always be aimed at answering:
- What are you seeking to accomplish?
(WHO) From disabled to enabled
People without people are disabled. The great enabler is WHO. Some say: "It's not what you know, but who you know". The saying is almost true, but in the long run, the correct rendition of reality is "it's what you know and who you know". To build any successful win-win the starting question always is:
- To whom is this important?
(HOW) From discouraged to encouraged
Not knowing how causes feelings of despair and discouragement. The way to encourage performance is helping others discover HOW. Rather than projecting our own solutions on to others, we should pose queries centering around:
- How do you want to do it?
Just like customers, sales people first need to know why. Either help your sales people find out WHY or don't hire them at all. They will never burn like you want them to if they don't know why - from their perspective.
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