What IS The Cost Of Doing Nothing? Hm.

A great post yesterday from our friend the brilliant Seth Godin about abstaining. It serves as a great reminder to ALWAYS evaluate the impact of doing nothing during any decision making process. Doing nothing is easy which makes it the often neglected third decision. Doing nothing usually provides the LARGEST impact over time. Doing nothing usually takes time to actually realize doing nothing is actually impacting you, your business, or people around you.

"The cost of being wrong is less than the cost of doing nothing." - Seth Godin

Yes, no, or nothing. Right, left, or nothing. Buy, sell, or nothing. Evaluate and consider ALL options.

DV

Rule #2...AVOID "These" Scenarios

It can be said that way #2 - AVOID at all cost "customer getting back to you" scenarios is just an exclamation point on way #1 in The Best Way(s) to Keep the Ball in Your Court hence the "way(s)." Quite simply though YOU need to be the one following up - always - IF you want to keep the train on the tracks. Do this within the boundaries!

We created boundaries when we set rules. We NEED boundaries to allow us to reduce follow up tension. Customers and prospects do NOT like tension. Tension is bad. When they sense it they will say "let me get back to you", "I need to check my schedule", orrr "dude, are you serious?" Ohhh yeah, I've been there nottt a fun place to be, ha! Just keep it simple.

Create boundaries. Reduce tension. Stay in control.

DV

Don't be this guy, ha!

Don't be this guy, ha!

Rule #1...Set RULES!

In last Thursday's post The Best Way(s) to Keep the Ball in Your Court I promised to briefly elaborate on the suggested way(s). Let's tackle way #1 - SET RULES at first engagement in the sales process. If done properly rules are collaborative therefore they will ensure you don't look, feel, or act like a jackass, ha! Okay, relax I'm kidding but seriously who likes feeling awkward, unwanted, and annoying? Yeah, I thought so - me neither! Here's a few rule suggestions.

  1. Define why you're starting this process with this particular solution - be crystal clear.
  2. Define your process, how, when, and why YOU intend to follow up - ask for objections.
  3. Define a deadline that works for both parties - work towards it. (Ensures a yes/no result which is critical - hey, nobody says you can't revisit later.)

Rules set boundaries. Check in tomorrow to find out why boundaries are so critical and why they closely relate to way #2 - AVOID giving up control in the sales process.

DV

The BEST Way(s) to Keep the Ball in Your Court

Have you ever been waiting for that prospect to call you back? Or had the "that sounds great, let me check my schedule" experience a customer gives you? C'mon you knowww the feeling. We've ALL been there! In your head your just like "dude I'm a human being, work with me here just give me something...No is better than nothing, right? Ha!

Here are TWO ways to stay in control and keep the process moving along.

  1. Set rules early in any engagement with a customer or prospect - DEFINE why you're there (even down to that particular moment), what your intentions are, and how you will be following up (work toward deadlines.)
  2. AVOID at all cost scenarios that require the customer or prospect "getting back" to you - you NEED to do the follow up - REMEMBER keep the ball in your court and control the process.

Check back in Monday and Tuesday as I break down these two "keep the ball in your court" tips further. 

DV

The Friday DV Freebie #5

To Sell Is Human: The Surprising Truth About Moving Others by Daniel Pink

What I like best:  The United States alone has approximately 50 million people listing "sales person" as their profession - quite amazing, indeed. Interestingly that is not enough for Pink as he suggests and backs with evidence that in today's society we're all in sales now! "Physicians sell patients on a remedy. Lawyers sell juries on a verdict. Teachers sell students the value of paying attention in class. Entrepreneurs woo funders, writers sweet-talk producers, coaches cajole players. Whatever our profession, we deliver presentations to fellow employees and make pitches to new clients. We try to convince the boss to loosen up a few dollars from the budget or possible the human resources department to add more vacation days," says Pink. A great book to shed light on a fresh approach to getting what you want - attunement, buoyancy, and clarity - Pink's way.

Best Quote: "The purpose of a pitch isn't necessarily to move others to immediately adopt your idea. The purpose is to offer something so compelling that it begins a conversation, brings the other person in as a participant, and eventually arrives at an outcome that appeals to both of you."

DV

PS - I must note the BIGGEST reason I picked this booked up was due to the admiration I have for Daniel Pink's previous book DRIVE - must read!

No's are BETTER than Nothing's

Selling with the fear of no being a response is no way to sell at all. We should embrace the NO and despise the NOTHING response. How many times have you left a sales process open ended with hope, no real response at all or simply just to avoid that painful word no? For me too many times to count, ha!

No's are good because they give you a great opportunity to learn, they give you an opportunity to understand your pitfalls, they give a definitive end to THAT process, and they lead to YES's!

Nothing's are bad because they lead you on, they waste your time, they crush your energy, and they prevent you from engaging a new process with the same customer or prospect.

We ask our customers and prospects to be honest with us yet we neglect being honest with ourselves. Consider this next time you say to yourself, "oh yeahh, my pipeline is FULL."

Embrace the No. Despise the Nothing.

DV

How to ACHIEVE Self-Control

Do you ever feel guilty about not going to the gym? Having one too many drinks? Eating that additional brownie? Spending in excess on a purchase? Or not even showing up? I know the feeling stinks but don't worry, you are not alone. We ALL experience setbacks, but the difference is in the VIEW!

Checkout the quote below. I pulled it directly from my upcoming audio groundupSALES!

DV

Trying to Stand Out in a Noisy World? Just Do What Michael Strahan Did

When the latest issue came out of my favorite magazine SUCCESS I was super pumped because I love the cover star, Michael Strahan. He is a super bowl champion, NFL Hall of Fame inductee, current host of Live! With Kelly and Michael, and bestselling author - Wake Up Happy: The Dream Big, Win Big Guide to Transforming Your Life.  Quite a remarkable career but interestingly enough Michael is best known for something else.

Check the cover below. What is the first thing you notice? C'mon, your staring right at it...the GIANT gap between his two front teeth! He has used this imperfection to help define his personality and market himself as the Michael the world knows him as today. Truly admirable! What is that one unique quality in you? Don't shy away from it. Lean into it. Embrace it. Use it.

It is UNIQUE to you and is your BEST ally in a noisy world!

DV

Easiest Way to Sell Yourself Short

Have you ever said to yourself - ah, well I'll just try it, might as well, right? I know I have! Tisk, tisk, tisk BUT after years of "toe dipping" I realized this important concept.

If you take something on then make sure you COMMIT yourself to that something otherwise you're selling yourself short, period. The WORST feeling! When you sign up for business endeavors, relationships - romantic, friendships, business - or even simple everyday tasks it is now your RESPONSIBILITY and OBLIGATION to perform your best.

I know accountability on a Saturday boo, boring! Haha - I get it, I get it. Look have that cocktail tonight, party with your friends and live in the moment - please do! Just remember now it's your DUTY to be present and perform your best.

DV