“Don’t Expect…If You Won’t Inspect!”
Recently, some clients shared some similar frustrations.
A parent told a teen to clean her bathroom because they have guests coming that night. The parent is furious to learn that their guests had to use a dirty bathroom.
In their morning meeting, a manager assigns a salesperson to contact a client to get their contract endorsed. At 8pm, the manager is furious when she discovers that the client was never contacted.
A professional schedules a Tuesday training class for himself knowing that he needs that skill to complete a weekend job. He is furious with himself because he forgot about the class. He must now wait another week to get that training to complete his job.
These unsatisfactory results occur for 2 reasons. 1) There was no follow-up to ensure that the tasks had been accomplished. 2) In previous assignments, the individual who was to complete a task was not followed up on by a parent or manager. These situations can be avoided by following up to ensure completion and compliance.
When the teen previously disobeyed her parent after being told to finish her homework prior to chatting with her friends, she disobeyed with no consequences. Also, the parent previously told the teen to prepare dinner for herself and her younger brother because the parent was working overtime. The teen disobeyed with no consequences. Don’t expect compliance now when previous noncompliance was tolerated and was never addressed. If negative consequences are quickly received by the teen from her parent, she will learn to be obedient and responsible. Understand that when tasks are assigned: What get INSPECTED…gets DONE!
When the salesperson previously missed a client appointment, there were no consequences for her irresponsibility. When she habitually is tardy for work, there are no consequences. Don’t expect compliance now when noncompliance is constantly tolerated and overlooked. If the salesperson lost her customer by missing her appointment, and was not allowed to work when coming in late, she would understand the consequences for her non-performance. Also, be sure to follow up to ensure that tasks assigned are completed. What gets INSPECTED…gets DONE!
All professionals should schedule their tasks to ensure that nothing is forgotten or missed. Using the calendar feature on your phone you can log in any and all events and tasks. Set-up a text and/or email notification for all scheduled events on your calendar so that these will not be missed. If someone else controls your calendar through your CRM software, be sure that updates and changes are transmitted to you electronically. These efforts will prevent missed training, client appointments, and other commitments.
Remember these two (2) rules “You can’t expect, what you won’t inspect!” And, “What gets inspected, gets done!” Using these basic principles will guide you to be more, do more, and earn more!
“Don’t Expect…If You Won’t Inspect!”
That is today’s Morning Minute.
“Are Life Experiences Affecting Your Sales Success?”
Roberta is a 34 year old real estate salesperson. She has a 17 year old daughter who is a high school junior. Roberta got pregnant at 16, had her daughter at 17, and has never been married. Her experiences with men have taught her to never trust them.
Clarence is a 44 year old car salesperson. He grew up in a family with very little money. He struggled just to attend a local college. Clarence has had 5 jobs since college. He has been selling cars for 3 years. His experiences have made him very frugal.
Marianna is a 29 year old server in a local restaurant. She is married with 3 children. Her husband was permanently disabled in a work accident last year. She was a stay-at-home Mom until the accident. Now, Marianna is the family’s sole wage earner.
Before we discuss how their experiences may affect how they sell, let’s get a clear picture of why people buy. People buy to solve a problem, to take advantage of an opportunity, or to satisfy a desire. Selling is no more complicated than helping your client solve their problem, take advantage of their opportunity, or satisfy their desire.
1st: Roberta is assisting an affluent couple to buy a house. The husband was transferred in to run a local factory. They need to buy a new home soon. The wife is a homemaker. Roberta must serve them by finding a house that will satisfy both the wife…and the husband. Her distrust of men, and her experience as a single mother, may have her direct all her efforts toward the wife. Or, a latent envy of this happily married couple may spark some resentment of their success. Either way, she must suppress those feelings as she helps them get the best home for their family.
2nd: Clarence is assisting a local dentist to upgrade his current BMW sedan. Clarence himself drives a 7 year old Ford. He may experience some resentment of the doctor’s success. Or, he may attempt to steer him toward a less expensive model to save money. Clarence must suppress any of his personal feelings in order to assist the dentist to get a vehicle that showcases both his success and his professional status.
3rd: Marianna has just met a party of 3 couples celebrating their 25th college reunion. She may be jealous of their success. Marianna must concentrate on helping these diners have an enjoyable dinner as they renew their friendships. At this moment, their dining experience is much more important than Marianna’s current money problems.
The life experiences of Roberta, Clarence, and Marianna may cloud their judgement by creating feelings of distrust or jealousy. Clarence may assume that the dentist’s prime motivation is to save money. The reality is that each of these buyers deserves the best experience possible from the people who have chosen to serve them.
Remember to put your client’s objectives above your own by ignoring your negative life experiences. Help them solve their problems, take advantage of their opportunities, or satisfy their desires. Achieve that, and you will enjoy continuous sales success.
“Are Life Experiences Affecting Your Sales Success?”
That is today’s Morning Minute.
