The Audible-Ready Sales Podcast
The Audible-Ready Sales Podcast

Episode · 2 years ago

04. Get Busy: Advice for Salespeople w/ John Kaplan

ABOUT THIS EPISODE

We took a break from our typical podcast topics and talked about how salespeople and sales leaders can best use this time, even in the face of unprecedented circumstances. 

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Assess where you were with your skills, behaviors and attitudes prior to this week and ask yourself where do you want them to be? You're listening to the audible ready podcast. The show that helps you and your team's sell more faster. will feature sales leader sharing their best insights on how to create a sales engine that helps you fuel repeatable revenue growth, presented by the team aff force management, a leader in BTB sales effectiveness. Let's get started. Hello, I'm Rachel Clapton. Mill are coming to you from my own, what we're calling my home studio, joined today by John Kaplan, who is in his own home studio. Hi John, how are you, Rachel? We're in that. We're in that work from home grind. Yes, the work from home grind, as we practice our social distancing over this great technology that we have, and I'm thankful we have it. I mean, what what a...

...week, John, some unprecedented times we're in right now. Yeah, you know, it's been really, really crazy and you know, actually a bit startling at how fast things have began to change last week and and basically unravel on many fronts. But as we've had a chance, like over the weekend to reflect on the week. It really helps to remind ourselves, I think, just speaking for myself, and and again I don't want to minimize any of events that are that are going on right now or any events I'm going to mention before. Some management kind of was born out of the eleven two thousand and one. We powered through two thousand and eight and very, very hopeful and optimistic that we're going to power through whatever it's going to be called two thousand and twenty or Covid nineteen. But just a little chance to reflect on that today, and I think that's what you are going to reflect on. Yeah, we wanted to black sometime. I know as so a lot...

...of times we record these podcasts in advance, but I felt like we need to just spin up here and really focus on this topic because I know there's a lot of leaders out there who are trying to stay focused, keep their team focused and trying to figure out how to turn this situation into opportunity. And what we've learned from those times, Eleven, two thousand and eight and others, is really those are our lessons learns and there maybe some things we might be able to apply to this situation, even as unique as it is. Yeah, you know, I think that in thinking about all of those previous situations, I remember vividly at some point in each one of those situations, including this one, you come to the question for yourself. So so what do I do now? And I think that's really a fundamental, powerful question. And again I don't want to minimize. There might be people that are listening to this that have people that are heavily at risk and or sick or what have you, and worstcase there are people that are passing away.

So that's not the intent to minimize any of our discussion today is not to minimize any of that. But for those of us that are healthy and working from home and really kind of asking ourselves what do we do now, I think that it's it's really really good timing and I wrote that blog with you linked in and we talked about that Bale Carnegie quote that I actually came on come over the weekend and it said in action breeds doubt and fear, and action breeds confidence and courage. And if you want to conquer fear, do not sit and think about it, get busy. And so we kind of been like experiencing some really positive comments about that and Hashtag get busy and and I think now is just it's just really, really good advice. Yeah, you can only control with what you can control. And when we talk about...

...getting busy, and I know you mentioned this in the blog, many of you who listen to this pockets are familiar with this concept we call the cellar deficit disorder, that you are coming in at a disadvantage anytime you have a customer conversation because as a seller, you had the reputation of all the bad sellers before you. Customers don't think you understand their business and that you don't listen to them. And so make the link between that and get busy for US job. Yeah, I mean I think there's a really, really solid link to it, because the the best way for us to be confident, you know, getting busy right now, is to think about what we do is sellers and sales leaders and in business, professionals. So we're discovering customer problems and providing highly differentiated solutions and and that's what we do as professionals. And so the our response to that is that this is what we're going to continue to do when we say get busy. So you know, your job...

...is to understand your customer by listening to them. You get busy right and and you you understand that many of us have temporarily relocated to our home offices, but that has nothing to do with this concept of getting busy. How many of us have picked up the phone and communicated with a customer just to see how they were doing, you know, professionally and personally? I I started dialing, you know, last Friday. I was just sitting there and, you know, the market was tanking, the the data was getting worse, confidence levels in the United States were just it was a little bit of an alarming time and I just picked up the bone and I started dialing and texting customers just to you know, just to let them know that I was thinking of them and also that I was available for them, professionally and or personally. And and I got to tell you, these have been some of...

...the most meaningful conversations that I've had in months. So it was a great experience, grace of great attactic to that some of you out there can borrow. I think you know, that's a question that we get a lot from sales people. How can I show that I am that trusted advisor to my customer and show that I'm there for the customer even when I don't need something from them, even when I don't need them to sign the next contracts? And this is a great point in time when the people who want to differentiate themselves show up and get busy and at first I know we have a term that we use called gripping hands, and that's a good turn. That applies to the situation of what you're talking about. Yeah, I really like that term that we use here, and it's think about those times, those difficult times, and you know, that's what communities do. You know the blog we talked about the citizens of Italy getting together and singing to one another, and that community is gripping hands. You know, in the United States,...

...in Europe and Asia, communities are gripping hands. So it's appropriate to ask ourselves right now who you gripping hands with. Like I said, grab your phone, minimize all the news feeds that you have open and and grip hands with your customers and colleagues. Let them know you're thinking about them. Ask them there's anything you can do for him. Don't sell them stuff right now, help them find their way. The stuff's going to come, and I'm not saying to just take up totally personal if it's inappropriate a personal point of view with a customer, but if you lead with authentically that you're just thinking about them and if there's anything that you can do to help them out personally or professionally, the business conversations are going to come. And that's exactly what's happened in ninety nine percent of the conversations I've had over the last few days. My first and foremost intent was to just check in on people. I have friends and hot zones like New York City and San Francisco, and I...

...just reached out to him and ask them, you know, how they were doing, is there anything I could do for them or their families and or their company? And wonderful, wonderful conversations came out, and a lot of innovative conversations about business in how to survive right now. So I highly encourage you to take that away from this podcast today. Make a list every day. Who are the five people that you're going to call? I know we'll call them a lot more than that if we're doing selling and that kind of thing. But who are the most five impactful phone calls that you could make just to let people know you're thinking about Rightam Dad, we always say, as I said, there's this much differentiation and how you sell as there is in what you sell, and this is one of those times that you can make that apparent. A couple of thoughts as were wrapping up here. I'm we love sports analogies and and our whole world has been turned upsides down right now with the sports and entertainment and business and working from home and no sports...

...on TV and whatever. But I thought about just for a second. We're always talking about elite performances and we talk a lot about elite athletes and thinking about what are those elite athletes doing? The the Lebron James, the lion on Messis the you know, I don't want to go into I know we have an international office audience. I don't want to offend anybody that I don't mention. They're they're great elite performer that they care about the most. But when you think about whoever that is, I can guarantee you that over the next few weeks, the next few months, regardless that they're playing in stadiums are not. They are waking up every morning and getting busy. They are figuring out, they are assessing where they were. You know, they're not sitting home and eating Bon bons and watching daytime TV. They are figuring out how to become more elite than before this all started. Yeah, athletes for...

...athletics always provides us a great comparison for sales. I know we use it a lot and I John you're always talking about breaking it down from where you are now and where you want to go. Yeah, I think that's a really, really appropriate time right now to take this rare window of opportunity to separate yourself from the rest of the pack, like these elite athletes that you know we're mentioning. A great ideas to assess where you were with your skills, behaviors and attitudes prior to this week and ask yourself where do you want them to be and what when you all we all come out on the other side. We're all going to get a chance to talk about our story of what we did and and how we emerge from this. Let's just make sure it's a great story. That's right. Make it a great story. Get busy, stay safe, everybody say sanitize, wash your hands, stay home, all that, all that good stuff, and thank you for listening to...

...the audible ready podcast. Thanks John. At force management, we're focused on transforming sales organizations into elite teams. Are Proven methodologies deliver programs that build company alignment and fuel repeatable revenue growth. Give your teams the ability to execute the growth strategy at the point of sale. Our strength is our experience. The proof is in our results. Let's get started. Visit US at force MANAGEMENTCOM. You've been listening to the audible ready podcast. To not miss an episode, subscribe to the show in your favorite podcast player. Until next time,.

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