The Alphabet Article Series – The ABCs of Solving Sales Problems – The 3 “W’s

If you’ve ever wandered into the self-help or personal motivation section of your favorite library or bookstore, the name Wayne Dyer is one you know. For those of you who don’t, Dr. Dyer is sometimes referred to as “The Father of Motivation” and he has a list of best-selling books to document his impressive resume. He’s even managed to find his way down to the level of children, in books like “NO Excuses!”, which is one of the first non-fiction books I ever introduced to my sons that wasn’t an academic textbook. He is quoted as saying, “A great hallmark of mental wellness is the ability to be in the present moment, fully and with no thoughts of being elsewhere.”

How many of us live like this through the course of our chaotic business days? 

Enter: Webinars, Wellness, Word of Mouth 

Webinars. I’d lump into this category really any kind of video-conferencing or live seminars, anything where the ability to see, read and interact with other businesspeople is a possibility. As much as I have very mixed feeling about technology in our lives and workplaces, I will admit that being able to have a group commune in a place where it is possible not only to talk, but to share screens and see each other is undoubtedly one of technologies better contributions to our lives. In my estimation, it closes the “distance” you can sometimes feel with a phone call.

In relation to Dr. Dyer’s point above, I would argue that utilizing technology to host webinars or any video conferencing brings people into the state of the present. Unlike traditional conference calls where peers are just sitting on mute and pretending to listen, the video approach forces folks to pay attention, to engage in eye contact, and allows you to read their body language and react accordingly. Nothing will ever trump the true in-person experience, but this is a very close second and an approach you should consider using with your team and with your prospects and clients.

Wellness. This is a subject that I know carries a bit of subjectivity. I also know, however, that it is a concept that often receives lip service in the real business world and is often one of the first things on the sacrificial table when prioritizing things like sales goals, quarterly metrics and how to spend the limited hours in a business day.  It’s just a fact. What’s more, while at first it seems that it is a small sacrifice to make in trade for excelling as a business or a sales leader, it festers. Much like any other slight that happens at the office. The first time it’s no big deal. Maybe even the 10th time, it’s still not affecting you or your team “that much”. Here’s what I can promise, there will come a tipping point. Whether it’s you, one of your sales team, or one of your clients, an explosion and resulting consequences is imminent if it is the continual sacrificial offering.

Here’s a thought to ponder. What if instead of it being the first sacrifice, it was the first priority? Can you imagine the kind of reaction you might get from your team if you insisted that their well-being was more important than the bottom line? My own experience tells me that is what is so easily and often dismissed. If given the proper priority in your culture, it can yield real dividends. It will mean happier teammates, it will cause stronger, more authentic commitments, and instead of being in the way of your sales goals, it will be a driving factor towards meeting or exceeding your numbers. There are plenty of statistics on the amount of money that employers pay out in healthcare costs. Some even take the steps of encouraging or rewarding staff for proper eating and exercising. I would say it is simpler, and likely most effective and less costly, if you focus inside your staff first, making sure where they are internally is where they really should be.

Word of Mouth. So, this concept is about as old as the “world’s oldest profession”.  Pardon my reference, but frankly, it’s true. However, I’d like to give it a slight twist in terms of the real impact it can have FOR or ON your business.

Let’s start with the FOR. People love to talk. And despite policies, procedures and non-competes or “privileges”, they talk. And you can’t truly ever control what they say. What can you control? What YOU say. And, what YOU do. This applies to your internal culture and to what you do out in the marketplace. If you are consistent, in your interactions and the delivery of your product or service, word of mouth will work wonders for you. Why? Because most people who make smart business decisions like to tell others about the outcomes. It not only makes them look and feel smart, it might have gotten them a commission, bonus, raise or promotion. Who doesn’t like to (humbly) share success?

As for the ON. Well, as you might guess, positive word of mouth from your clients or your team members will start to compound. Many times, it will be the small nuance that differentiates your organization from another you may be competing with for the same piece of business. It will also compound internally. Your team will feel sincerely committed, they will share it with colleagues and friends, and if turbulent times arise for the company (and they will), they will be conditioned to be folks who will go the extra mile for the cause even if it is “not their job”. It will have a lasting effect on how you grow internally and an immediate impact on those who join as new team members. Simply put, it’s a win-win.

Put people first, use the 3 “W’s” as they can benefit you best, and know that I am here to help or just chat, should you ever want to discuss what’s best for your team.

To raising all ships!

P.S. Be sure to join us next week when we talk about the 3 X’s – Xenial, Xesturgy, XFactor