SELL LESS
“What the heck, Jill? A sales expert is proposing we sell less!”
I’ll get to that in a moment, but first … some big news.
In 2019 (before COVID became a household name), I made the commitment to my family to retire salesSHIFT by mid-2020. After two decades working exclusively with sales teams, it is time shift into the next chapter of my career-life. And to free up time to explore areas of focus that have pulled at me over recent years.
While I am deferring the shuttering of salesSHIFT until December to accommodate the needs of clients forced to delay their training initiatives, this will be my final blog post under the salesSHIFT banner.
Like you, I have been digesting the tsunami of articles, videos and podcasts predicting the “new normal” and offering guidance for continued sales success. Much is sound advice. Some is simply “spit in the dark” guesswork or marketing hype. All of it has me thinking, “What is the important, and final, message I want to leave with my amazing community of salesSHIFTERs?”
When I look back at what has driven the BIG results of my best students and, as I consider the ongoing impact of these turbulent times, one simple message rises like a phoenix.
Sell less. Think more.
When I say, “sell less,” I am not suggesting you put the brakes on your sales success. I am urging you to move away from traditional sell tactics.
I am reminding you that, for a long time, prospects and clients have had a low tolerance for self–centred emails, templated presentations and cookie-cutter proposals that have one singular purpose – to make a sale. More than ever, today’s buyer holds a high respect for sales pros who demonstrate an understanding of, and adjust their approach to, the buyer’s current perspective, market situation and priorities. And, as you know, all three of these have shifted dramatically over the past six months.
When I say “think more” I am encouraging you to step into your buyer’s present shoes. And to think deeply – with empathy and curiosity – before any interaction with your client or prospect.
Before preparing for an upcoming meeting, think!
“Why has this person agreed to meet with me and what doe she want to achieve as a result of our time together?” Plan your meeting agenda to advance the process for both client and seller.
Before crafting a recommendation, think!
“Why is this organization considering this purchase and how do they plan to make their decision?” Rather than squeezing the client’s interests into your corporate template, build your proposal around the client’s reason for buying. And format it to facilitate their decision-making process.
Before hitting the send button on that next sales message, think!
“What do I know about this prospect that leads me to believe he will see value in connecting with me? Write a message that demonstrates you’ve done your homework.
Some of you will shrug this off. “It’s simply Jill on her soapbox.” Or “I’m good with this, I already think this way.” So a word of caution: As we struggle to reach that elusive normality, and the pressure to sell in service of our own interests increases, I challenge you to take a cold objective look at how well, and how consistently, you act on this thinking. Because I believe this single shift is the game-changer for finding greater success in your new future. Sell less. Think more.
. . . . .
Some of you may be thinking, “Jill, I’d appreciate some help with this.” And so I am continuing to offer a confidential, private 45-minute coaching session at no fee, to anyone serious about following a smart path into the future. With absolutely no requirement to buy anything from salesSHIFT. This is my contribution, during this challenging time, to the leaders and frontline people that have supported salesSHIFT over the past eighteen years. Contact me to schedule your private session.
You’ll also find lots of help by dipping back into your copy of UNCOMMON SENSE: Shift Your Thinking. Take New Action. Boost Your Sales. You’ll quickly realize that the guidance provided in each chapter is more relevant in the current business environment than when the book was published in 2017.
Don’t have your personal copy? Buy in hardcover or eBook format online.
Need multiple copies? Contact salesSHIFT today.
. . . . .
So… I am retiring salesSHIFT. Jill, however, is not retiring.
I am blessed, or maybe cursed, with the drive of a hyperactive Energizer Bunny. And it has not dissipated with age. Call me crazy, I love to work, and so I am going through a process of re-focusing.
While I finalize the path of my new adventure, I continue to offer virtual coaching for individuals as well as the team-based Sales Maximizer Mentor Process until December 31, 2020. After that, for those of you who wish to stay connected and follow me into my next chapter, you’ll always find me on LinkedIn.
As for now, I simply want to say a heartfelt “Thank you!” Your support enabled me to build salesSHIFT into a unique brand that has contributed to the success of hundreds of thousands of sales and service professionals around the world. It has been an inspiring, fun, at-times-exhausting but always rewarding, adventure. And a privilege to inspire so many extraordinary business professionals to be their personal best.
As I know many of you are undergoing change within your career, your company or life, I will leave you with these powerful words from Mike Dooley, founder of “Notes from the Universe.” I hope this encourages you to think creatively about the next important shift in your life.
“Change comes from thinking thoughts you’ve never thought before
and showing up to meet them down streets you’ve never walked before.”
Wishing you the brightest future.
Jill
