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( Note About Author: Jerry Hocutt,
author and presenter of the successful Cold Calling
For Cowards® series, is now scheduling his speaking
events for 2008. If you would like to schedule him for a keynote
or breakout speaker, please email
Eric or call him at 509.665.6479.)
Edward Lorenz died.
There is
no Nobel Prize for his field of expertise, meteorology. If there
was, I’m sure he would have won it.
You may not know Dr. Lorenz but you know of him. The 90-year old
MIT professor died at his home in Cambridge, MA, on April 16.
According to the AP report, “His discovery of ‘deterministic
chaos’ brought about ‘one of the most dramatic changes
in mankind’s view of nature since Sir Isaac Newton’
said the committee that awarded Dr. Lorenz the 1991 Kyoto Prize
for basic sciences.”
Maybe you
know him best as the father of the famed “chaos theory”.
While at MIT in the 1960’s he came up with the concept that
small effects lead to big changes, i.e. the “butterfly effect”.
His theory explained how something as minuscule as a butterfly
flapping its wings in Brazil changes the constantly moving atmosphere
in ways that could trigger tornados in Texas. Meteorologists today
base their forecasts on his techniques.
The AP report
says that Dr. Lorenz inadvertently ran what seemed like the same
calculations through a computer twice and came up with vastly
different answers. When he tried to figure out what happened,
he noticed that a slight decimal-point change – less than
0.0001 – wound up leading to a significant error.”
That error led to his theory of the butterfly effect.
So
what does it mean to me?
Small things
make a difference.
“The
concept of small changes turning into big effects also influenced
many basic sciences” the AP reports. But basic sciences
are not the only things affected. Relationships, sports, and sales
are affected the same way.
The wink
of an eye may signal acknowledgement of inside information –
or it may be seen as flirtatious. An arched eyebrow may be a show
of surprise or maybe disbelief. Crossed arms may be interpreted
as a defensive position, or as someone who is chilly.
The signal
sent affects the behavior of both the sender and the receiver.
Will they warm up to each other? Back away? Laugh together?
Small things
make a difference in sports. How the pitcher holds the seams of
the ball on his fingers will affect the delivery, movement, and
speed of the ball differently than if he doesn’t hold the
seams. He could throw a two-seam fastball, a slider, or a splitter
depending upon his ever so slight adjustments.
This small
difference in how the ball is held will dramatically affect the
batter’s behavior once the ball crosses the plate. If the
batter connects, the behavior of the outfield changes. The base
runners will stay or go. Umpires will quickly move to different
positions on the field. Thousands in the stand will scream, stand,
cheer, or moan.
And it all
started with how the pitcher gripped the seams of the ball. Small
things make a difference.
Apply
the chaos theory to sales
Even though
you feel it’s butterfly wings flapping in the breeze, should
you make that one more call before calling it a day? Should you
ask that question in the back of your mind? Should you go to that
networking function even though the day’s been long? Should
you send that direct mail piece? Should you follow-up on that
proposal? Should you ask for the referral? Should you respond
to that email? Should you ask for the order?
Small things.
Miniscule things. Butterfly wings things. One thing leads to another.
Then another. And another. You change your behavior when you act.
You acquire more knowledge when you talk with others. You get
closer to your goals. But you also change the behaviors, knowledge,
and goals of others by your butterfly actions. Small things lead
to big results.
The sequence
of asking questions when interviewing for a new sales position
makes a big difference. Who sits where at the conference table
affects the relationship of everyone present. Picking the phone
up on the first ring or the tenth changes the attitude of the
caller. Leaving your cell phone on during your presentation gets
a different response from your client than if you had turned it
off. Constantly interrupting others (see Lou Dobbs and Chris Matthews
if you can bear it) builds frustration and red faces if they’re
trying to make a point.
A salesperson
is like the baseball pitcher searching for his grip. It’s
a small thing. But knowing how to do those small things in specific
situations can make you one of the best. Not mastering them can
send you packing for the minors.
Do the basics. Stay focused. Get a grip. Deliver your best. You’ll
change your life and the lives of others.
About The Author:
© 2008
Jerry Hocutt. Get affordable ($25!) sales training at www.SalesWebinarsOnDemand.com.
Webinars include Straight Talk If You’re New to Sales: Good
Advice I Wish I Had Earlier in My Career and the Cold Calling
for Cowards® trilogy.
Jerry Hocutt,
author and presenter of the successful Cold Calling
For Cowards® series, is now scheduling his speaking
events for 2008. If you would like to schedule him for a keynote
or break out speaker, please give Eric a call at 509.665.6479
|
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8 Steps to Guarantee Closing Sales by Sam Manfer |
(Printer-Friendly
Version)
It’s best to have the goal in mind – the sale. So let’s
start from the end and work backwards.
8. Get all the
powerful people – especially the most powerful person to commit
to your offering. If it is a business sale, there may be lots of
people involved. If it is a consumer sale (car, house, personal
item), determine who has the power – husband, wife?
7. Ask for the
commitment. i.e. “Since you’re feeling good about what
we’ve just discussed, can I have your commitment today that
you will support me/my company. If “yes”, you’ve
won a vote - not the sale yet. If “no”, ask “How
come?” i.e. “Seems like you have some concerns. Please
explain”
6.
Ask the magic question – “How do you feel about what
I’ve just presented?” If good go for commitment. See
above. If not good or hesitation, ask “What’s the issue.”
See above.
5. Ask questions
about what’s wanted/expected. “What would the perfect
solution look like to you?” Stop talking and listen. Base
your presentation on what’s said.
a. The biggest
mistake is to ask others what someone else wants/expects.
b. If nothing is said about what should be a concern, expose and
entice to sense if there is any interest. Otherwise let it go.
4. Make answering
your questions a condition before presenting. i.e. “I know
you’re expecting me to tell you about our stuff, but before
I do, can I ask you a few questions about your wants and expectations
so I don’t bore you with information that is of no interest
to you.”
a. People reveal
more one-on-one and you have to appeal to this person to win is/her
vote.
b. Rescue strategy, when you can’t resist the urge to present,
is to ask each person the magic, feeling question. See above.
3. All the people
who are touched or impacted by your product, especially those in
high places are the vote you have to capture. The powerful will
make the final decision. It is what it is. Besides, what would happen
if your competition gets to the bosses.
2. Interviewing
and presenting to all these individuals is a lot of work and should
only happen after you qualify that this is a good company and a
good opportunity for you to pursue. Anything with life is not good
for you. Use history to determine the profile of those who are most
likely to do business with you. These are your plumbs. Leave the
rhubarbs for your competitors.
1. Have a systematic
prospecting program. Your easiest prospects are current customers
if you have developed C-level relationships, Read TAKE ME TO YOUR
LEADER$ at www.sammanfer.com/productpage.htm.
Your toughest prospects are new account, cold call, types. Prospect
for those that fit your profile.
See selling
is systematic and can be easy. People make it tough by pushing product,
going after everything, and trying to beat the competition. Best
case these people close 30%. Do the above and you’ll soon
be closing 70% of those you choose to pursue.
About
The Author:
Sam Manfer delivers key
note speeches and in-depth selling
work shops for those anxious to increase sales. His hands-on
coaching turns individuals and sales organizations into selling
whirlwinds. Sam’s selling awards and $ Million sales recognitions
support his methods. His book, TAKE
ME TO YOUR LEADER$ along with his Matching
Chemistry’s CD and sales seminars replace selling myths
and clichés that frustrate decision makers with a proven
approach that captures their attention. Follow Sam’s C-Level
Selling Blog for more insights. Sign-up for his free Selling
E-Zine.
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