Barbara Hauser
Our guest post today comes from our Certified Partner in Southern Florida, Barbara Hauser. Thanks, Barbara!
I’m in the middle of a deal right now that represents 15x the revenue of my average sale – so I can relate to the sense of overwhelm and anxiety that a situation like this usually produces. I’d like to propose a few ways to reduce the complexity for the team involved in this sort of sales process – so they can be in peak performance mode rather than bracing for the next hit! These are profoundly impactful strategies that get at what’s causing the stress – that can be implemented one small step at a time.
1. Stay focused on the client’s outcome. Start each team meeting, work session and client conversation with a reference to what you’re trying to accomplish for the client. This will keep you from getting lost in the frenzy of activities.
2. Stay connected to what you’re taking care of. What does this deal mean to you personally and for your company? What will the deal enable you to do, to have or to be when it comes through? Reflecting on your motive helps you find meaning in the never ending “to do” list.
3. Stay present in the moment. When we worry about the deal, we’re living in the future. What will happen if we don’t get it? What will happen if we do get it? We can only be productive in the present moment. Place your attention on the task at hand and resist the temptation to play out the future.
4. Stay committed. I thrive on the energy of the hunt. There are times during a prolonged sell cycle when I check out and find that I’m just checking off the boxes. Instead, make a promise to yourself to take the next step. Make it public to your teammates and challenge them to hold you accountable for your contribution.
5. Stay energized. Take a day, an afternoon, or even just an hour off the project and recharge. Be a professional. The ratio of time a professional athlete performs to the time they practice and rest is incredibly low – as sales professionals, we have the belief that if we just continue to crank it out, we’ll get results. Nothing could be further from the truth. Get away from your desk and you’ll think better, clearer and more powerfully about the sale.
As you navigate your sales plan, take out the unproductive steps that don’t add value to your client. Apply principles of good design to the complex sale and you’ll boost both your productivity and your satisfaction.
Happy Hunting!
Thanks Barbara for sharing ideas with us today. I especially like the analogy to a professional athlete as the ratio of practice time to performance time. Such an important consideration!