How Much Does A Problem Cost?
Interestingly, I have yet to meet anyone in business who doesn’t have to deal with problems of any kind. In fact, what I’ve noticed is as one climbs the ladder, the problems get bigger and more frequent.
So it seems clear to me that anyone who is in business has to deal with problems. In fact, the most successful business people are the ones that not only solve their own problems, but the problems of others. That, in a nutshell, is what effective sales is all about: helping people solve their problems.
What I’ve discovered is that by far and away, the most effective people at helping people solve their problems are the ones who are able to help their customers and clients understand the scope and cost of the problems.
Often times, a business is aware of a problem, but they have no idea what the problem is costing them. And its up to you as a problem solver to help them understand that cost. Help them realize that it’s a real issue that needs to be solved. Help them understand that you can not only make this problem go away, but in doing so, you will save them a specific amount of money. Money they can then divert to other areas of their business.
When you are able to put a direct cost on a problem, it allows you to not only help your customer see the true cost of their issue, but it also puts a true value on your solution.
So find a way, every time, to help your customer (whether he or she is your boss, or an actual customer) understand the true costs of not following through with your suggestions. You’ll be amazed at how well your ideas will be adopted.
How do you think about success?
After you read this, I encourage you to do two things:
#1) change the way you think about yourself, and
#2) listen to the way other people talk about themselves
What do I mean by all this?
How do you react when you see someone who has what you want? Maybe it’s a person driving a nice car, or owning a nice house. Maybe they just have nice clothes, or what you envision to be a life nicer than yours. What goes through your head?
More often than not, people will think how “lucky” that person is, or that they were in the right place at the right time. In essence, they are downplaying their success. Or worse, they make assumptions like: the only way that person achieved that wealth or stature is because they did it on the backs of the poor.
Do you see how in each instance, how the person’s success is being diminished in your eyes by your thoughts? Furthermore, do you see how you’re moving yourself further away from those goals by that attitude? For example, when you say a person got that flashy new car because they are lucky, not only are you insinuating that they had no input into achieving that outcome, but you’re also insinuating that you do not possess that same sense of “luck”. In short, you’re pushing your goals away.
So does it not make sense to celebrate those successes? Even if they are not yours? Because lets face it – if someone has achieved a goal that you also want to achieve, the one thing that’s for certain is your goal CAN be achieved!! Better yet, you can use similar methods to them in order to achieve that goal! How amazing is THAT!
So take some time to take note of how you look at success. And change the way you think about success and yourself. And at the same time, notice how other people limit themselves by the way THEY talk about success. Its an interesting exercise, I promise.
Now go and find someone who has already accomplished a goal you want to achieve and celebrate the success!!
What are you worth?
I remember sitting in a job interview a few years back. Everything was going well, and we seemed to be progressing towards a close – I was going to get the job. And then I was asked a question that surprises me to this day.
The hiring manager was trying to gently bring up the topic of salary and asked me: “So what do you think you’re worth?”
Since then I’ve actually heard this question a couple of times, and looking back on the jobs I subsequently took, I would have been well served to run in the opposite direction.
The first time I heard it I (somewhat meekly) put forth a number I thought the hiring manager wanted to hear, and we subsequently began negotiating the salary package. The next time I heard the question, I was a little bolder. I deflected the question and asked the hiring manager, “Are you really asking me what I think I’m worth? Or are you asking me how much I’m willing to be paid to do this work?” He smiled, realizing the difference in the questions and asked me to provide his answer to both questions.
Simply put, I informed him that – without knowing his budget for this position – I could safely say that what I was worth was well in excess of what he would be willing or able to pay. However, what I would accept in lieu of the type of work we were discussing would be closer to his budget.
But I’ve carried that with me ever since then – what I am worth and what I get paid are generally two completely separate amounts. In my life, I have decided that my personal worth has NOTHING to do with my rate of pay.
I encourage you to look at your own life and see if this rule applies to you as well. Chances are – if you’re reading this, you’re well aware of the differences. Now that said, your job in life, your commitment to yourself should be to narrow the gap between self-worth and what you earn. And in order to do that, you must be relentless and passionate about improving your earning ability.
When your ability increases, so too do the rewards.
Active Listening... huh??
Have you heard of this concept of active listening?
Its pretty cool - and its a skill that everyone could benefit from learning. Even if you're not directly in sales or some other job that requires listening.... oh wait - isn't listening a part of almost EVERY job???
You BET!!
SO - how does one listen actively? Surprisingly, its quite simple. Turn off ALL the thoughts in your mind, and concentrate solely on the person talking.
....wait a second... that doesn't sound like any kind of news flash!
Well... it isn't. That's the thing! It
IS easy. Trouble is, its also difficult to actually
DO. Let me tell you why.
See,for the most part, when someone is talking to us - particularly in a business setting, we're concerned about what we're going to say next, and how we can appear knowledgeable, or even clever. Trouble is, we tend to use the time when people are talking, to formulate these
bon mots that we think will raise our stock in the conversation. And when we do
that, we cease to
ACTUALLY LISTEN to what's being said.
Question: how can we make an intelligent comment about something we've not actually heard?!?
Answer: you can't!
So try this out - actually LISTEN to what's being said. Then, once the person has finished speaking, indicate your understanding of what they just said, by paraphrasing it back to them in a precis (short format). This way, the person doing the speaking will feel respected and listened to - which, not surprisingly, makes
your stock go up.
THEN you can proceed to make an intelligent comment that actually has
relevance to what was said!Try it out. And don't be surprised if it feels strange - it will. Especially if you've made a habit out of jumping in with the "clever comment". Habits are tough to break, so just keep trying.
Just remember, its better to be relevant - so listen before you speak.
If you don't A-S-K you don't G-E-T.
I remember hearing those words ages ago... It was one of those times when you're listening to someone speak and you think to yourself, "this makes sense! I'm going to put this into practice!" Then you walk out of the seminar, and promptly continue to do exactly what you did before.
Well, this time was
slightly different...
See - like usual, I walked away full of good intent. But then - a few months later, I thought about the advice, and decided to give it a go.
I thought of the various outcomes: I could ask the question. If the outcome was positive, then I would get what I wanted (in this case, it was a simple referral). If it wasn't a positive outcome, all I'd lost was.... well... nothing. Maybe a little embarrassment?? I took the gamble and asked. To my surprise, the person was immediately helpful.
I look back now and realize - for the most part, people want to be helpful. What they generally lack, is a means to help someone else. If you provide that means by asking for help. For the most part - people are generally very willing to support you. And this goes for almost anything.
So give it a go - ask. If you don't ask, you never get.
Success goes to the bold!
