The song says “Breaking up is hard to do!” And, it certainly can be.
But, here is how breaking up will free you up!
A very dear friend of mine. A tippy-top producer who has earned a penthouse overlooking one of the most famous (and expensive) avenues in America, shared this recent story with me.
Her pipeline has been a teensy bit stagnant of late. So, she took a BOLD ACTION. She carefully crafted a gracious break-up script and shared it with her prospects who were just not getting back to her.
Generously, she has agreed to let me share her message and her results. Here is the message she left for her prospects with whom she had met, but received no activity: Wanna see the script?
Do you have ANY idea how tough it is to be a salesperson?
(If you are NOT a salesperson, you may be thinking, “Well, then DON’T be a salesperson if it’s so tough!)
Really? It’s also tough to be an engineer, a mom, a business owner, a neurosurgeon, an astronaut. Should we not do those, too? Of course we should!
This is to all you sales pros, who go out and make it happen for their companies, day-after-day, sometimes really getting KICKED in the TEETH, you deserve a bit better than an ordinary post, don’t you?
Let’s shift the focus a bit, shall we?
Sales can be quite magical! (ting)
After all, who HASN’T bought a great pair of shoes from Zappos?
OR, who DIDN’T try the chocolate mousse after all because the waiter was being so fantastic with them all evening?
When we have a great buying experience, with a delightful salesperson, WE HAVE A GREAT TIME!
So, where did sales go wrong?
Hard to say for sure, but there were some bad apples that ruined it for everyone. RIGHT?
Let me create a whole new world for you. Do you have a minute?
Great salespeople love three things:
Making a difference for their customer
Making a difference for their family
Making a difference for their company
Am I wrong?
You might want to jump in and say, “Making a difference for their own wallet” and you wouldn’t be wrong. Some do!
But, they only get to make a difference for their own wallet if you are consistently a customer.
When was the last time YOU put yourself at risk in a conversation? Really at risk?
Did it go well?
Sometimes it doesn’t go well for salespeople and we feel embarrassed, or defeated, or upset.
And then, we get up and do it again.
Because we know it makes a difference.
For our customers, our family, and our community.
Without sales, the economy comes to a dead halt.
You must transact with people to make life work.
For salespeople…Keep getting better and more empathetic! Be responsible for how people relate to you and be great with them!
For buyers…Give salespeople a break! Imagine they want you to get what you want.
If you believe that sales are founded on great relationships.
And, most of us still do. Especially in this world of complex sales.
Ever thought of calling your decison-maker up – just to see how their life is going?
It will test your ability to GET OVER IN THEIR WORLD.
What if your customers viewed you as someone who called them because you were interested in what THEY were dealing with. Not just what you could sell them to help them. You won’t always have the answers.
Can you see how much more FUN you would have calling on people?
You have fun. They have fun.
You will find out things about their children, their marriages, their pressing concerns.
You do it because you “getting the deal” isn’t the most important thing to them. But, their life IS important to them.
Do you know that salespeople don’t do this?
Stand out. Demonstrate that you are truly out for THEM.