“You can close more business in two months by becoming interested in other people than you can in two years by trying to get people interested in you.”
— Dale Carnegie
Now that is what I am talking about!
Although Dale Carnegie passed away in 1955, his quote still rings true today. However, I am baffled why so many sales reps and sales managers
still sell the hard way. It seems pretty easy to me. Which group do you want to be in?
Group 1 – Trying to get people interested in you:
Group 2 – Becoming interested in other people:
- Every conversation is about you: your company, your services, your product
- You spend a ton of time doing demos to people who will give you the time
- You spend a ton of time doing RFPs/RFIs for anyone who sends one your way
- You spend a ton of time doing proposals for anyone who asks
- Your game plan is to spend as much time as possible telling anyone who will give you the time what your company does and how it may help them
- Every conversation is about the customer/prospect: their goals, their priorities, their risk tolerance, etc.
- You spend a ton of time getting to know your customer/prospect so that when you do a demo, it is targeted to what you have confirmed they need
- You spend a ton of time getting in front of RFPs/RFIs to influence them, and ensure that when you and your competitors receive one, it has your imprint all over it
- You spend a ton of time talking to key stakeholders and confirming their goals, priorities and risk levels so that when you prepare a proposal, it is targeted to what the customer/prospect needs and has been reviewed by many people prior to presenting it to your customer/prospect
- Your game plan is to spend as much time as possible in front of those that can make decisions involving the business outcomes that matter, ensuring that you are providing win-win strategies for all to succeed
A wise woman (Jill Konrath) once said, “Nobody cares about your product, service or solution. All they care about is the difference you can make for their organization.”
So, which group do you fall in? Someone who is trying to get people interested in you? Or someone who knows that their key to success is in becoming interested in other people?
I don’t know about you, but I would always prefer to make more money
working more efficiently versus filling my pipeline with deals that may never close, being column fodder or losing too late. I do realize that in trying to get people interested in you, you will close deals. But I am not sure if the effort is worth it using Dale Carnegie’s two-month versus two-year example. So, which one are you?
Janice Mars, principal and founder of SalesLatitude, is a senior business and sales executive with more than 30 years of experience helping companies build successful sales teams. She has parlayed that experience to help her clients to improve their sales processes, accurately forecast revenues, ensure focus on winnable opportunities, and attain consistent results.
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