You’re Doing It Wrong
Duh. Sad part is at some points in my life (and some more recent than others) I’m guilty of every one of these.
- Coaching to “gaps” first. Neurological and observation data proves coaching to strengths first and more often than coaching to gaps, results in better performance.
- Thanking a customer for calling. How silly. Welcome them, Greet them or Wow them and then Thank them (profusely) for the business at the end of the call.
- Nobody has ever asked anyone, in the entire history of the world, for more PowerPoints to help them learn something. But we keep on giving.
- If what you bring to the sales or service party is the exact same thing that can be found on your website, brochures or catalogs, you’re doing it wrong.
- Thinking that in this global, democratized and highly connected world that the real selling is over when they “sign on the line that is dotted”. Au contraire – it is just beginning.
- Time snobbery. Obsessing and devaluing content, books, blogs and videos if their origination date is more than 6 months old. Newer is not always better or different or smarter. Quit it.
- 8 days and near 24/ 7 hours spent in a war room to fix a run of bad performance and just 8 minutes on a conference call celebrating landing a large client or exceeding performance for the month.
- In your office. All day. On the phone. And you haven’t seen a manufacturing floor, the call center, some customers, suppliers or a lunch with a department in months.
- Asking a question of a client or prospect that has no apparent immediate benefit to them to answer. That’s just not smart.
- Reading this post and agreeing (or not) and just leaving it there. Pick one, two or six that resonate with you and make a plan and execute upon it today.
Till next time,
Grow The Business.