If you do nothing else fun today, do this: Click this link, Men's Brains, and get ready to laugh. When the email was sent to me, the subject line read, "This explains it all". I don't know if it explains it all, but it certainly explains a lot. And, as usual, I take something that I read, hear or watch and translate it to sales or sales skills, selling or something to do with sales development.
So, once you see the video, you will understand where I'm going with this, but if you choose not to, the gist of the message is that men and women's brains operate differently. Mark Gungor, the speaker in the video, describes this in terms of "boxes". Men have boxes and women have wires. This where they think from, act from and make decisions from. (You really need to watch the video!)
So, now I'm in my "thinking-about-my-next-blog-post" box and I've come up with "sales boxes". I'll start with just these three and see where we go from there. These three boxes represent what we call in our sales training program, "The 3 Habits of Highly Successful Sales People".
Box 1: Relationships. This is the box that all sales people must have. If you don't, then chances are you will always struggle with your ability to drive new business from new people or companies. Best practices suggest that you, as a sales professional, should spend somewhere between 25% and 33% of your time in this box developing new business.
Box 2: Qualifying. This is the box where selling really takes place. You will notice that if we talk about a "closing box", it will be a very small box. The qualifying box is the box that requires your best skills in maintaining rapport, asking questions and listening. You must also develop a child-like curiosity and your favorite words and/or phrases while in this box must be: Why, and, tell me more, how long, what happens if, when you, I don't suppose, suppose we could, do you want to fix... This is a box that you must spend time in mastering these skills as well as executing these skills.
Box 3: Decisions. This is a box that you should have lined with wallpaper that looks like money because this is where you get paid. Until someone makes a decision and you get paid for your work, you will find yourself in another box called "unachieved personal goals box". Most, if not all, of your goals require freedom: freedom of time and freedom to choose. Both of those freedoms normally require that you have cash flow or financial independents. You must understand that when you are in this box, you must not leave easily. Do not let people get you out of this box by telling you that they want to think it over, crunch some numbers or compare. No, this is a box that you have to make sure you are committed to staying in once you are in there with a prospect presenting a solution. They may want to leave this box and go to their "think it over box". That is not an option you should let them have.
I find that I can stay in my blog box for about 15 to 20 minutes as I share my thoughts with you. After that, I have another box calling me. It's Box 1.