The B2B sales person’s dilemma

Over the years while directly being involved in sales myself or leading a sales team, I have realized, it’s always difficult for the sales guy to ask who else is in competition in the account where he’sselling.

Most weak sales people live in this LA LA Land . I still get sales people telling me that the “customer is only talking to me”. It’s actually a dilemma because the earlier you realize that you may not get the order you are scared because you don’t know what you will put in your prospect sheet.

When I was in my early years in sales, I did not have a large enough prospect base most of the time. Now because of that I always had the feeling that I did not have the luxury to lose an order. Due to this I would try to please the customer in every which way hoping that he will not call my competitors to discuss the requirements.

Some of the smart prospects actually used to give me the assurance that they would not discuss with any other company. But when we were called for negotiations, I would realize there were so many players and I didn’t stand a chance.

These failures taught me a few lessons- the first being – never believe that only one person’s decision will be important in a B2B sale. There will Always Always be multiple people involved in a B2B sale.

The second fact is that, there can never be only one company with whom they are discussing for the solution. Due to the success of your marketing you may be the first people they call for a discussion, but be sure they will call others, if only to get you to bring your price down.

The only time when the above may not strictly hold true is when you are building something for them at your cost…..which may be rare because of compliance issues.

Which then means that you should make it a point in every meeting to check out who else is in competition. There are various ways to do it and we can have a separate post on that.

Its better to be clear about your competition in advance and plan your sales accordingly, rather being thrown a curve ball, at the order you had committed was 100% probable and blaming the prospect for underhand dealings or sudden relative of the CFO appearing.

Sales is a very methodical process and you can’t wing it. The people on the other side of the table are seasoned buyers who deal with sales people all day. They also appreciate a professional preparation.

Till next time then.

Carpe Diem!!!

Fear of humiliation

Fear, Human Brain, Worry

Human beings have been designed to be social animals. Our ancestors used to live in groups so that they were protected from wild animals which were much bigger and more dangerous then them. This meant that the our ancestors had to conform to the group rules to stay together.

Being thrown out of the group would also mean being killed by an animal so dangerous.

So being thrown out was not only humiliating, but the humiliation could become life threatening.

So today our brain still carries the wiring of our ancestors It does not want to get humiliated because then we will be thrown out of the group and the wild animals can kill us. Our survival is at stake.

As I have mentioned many times before our brain is primarily wired for our survival only. The moment it senses a threat to the survival it starts giving resistance. So because of that resistance we try to avoid doing anything new because if it fails it can be Humiliating and that can be a problem of survival.

Have you had your brain give you all the dire consequences of an action you have taken. It is this same feature repeating.

What the brain is not recognising is the fact that today, there’s no survival issue in more than 99% situations. We live in a much more safer environment than before.

That’s one of the reasons that entrepreneurship has been found to succeed in clusters with first generation entrepreneurs. Because then a failure is only seen as an experiment and the social system around you does not ostracise you. The brain feels more comfortable taking risks.

On the other hand if you come from a business family, then entrepreneurship is considered a given and therefore the children don’t even think in terms of failing in taking/starting a business. While people whose parents have traditionally been in service dominated home tend to stick to being in services.

What all our brain can do!

Till next time then.

Carpe Diem!!!

Your brain could be holding you from succeeding

Affirmative action, Fear, Human Brain, Thinking, Worry

I have this terrific ability to overthink. Over the years I have tried to get better by realising that my brain is going into rumination and bring it back into the present.

Actually because our brain is designed for survival as its basic function, it wants to conserve energy. Since it tries to conserve energy it gives you resistance to anything where it believes that it will need to do work.

So I used to and even now, many a times, create scenarios in my brain. I get an insight, a new idea….then my brain thinks “work” and it starts showing me all the different consequences. How it can fail, how I will not get any more such work etc. My brain also reminds me of all the previous experiments where things didn’t go as per plan so that I don’t go ahead with my idea and it does not have to perform work. It tries to install fear.

Have you also faced this kind of a situation with your brain throwing up various scenarios and getting you tense or worked-up.

So what I have started doing everyday, is identifying one activity which is giving me resistance. Once I identify it, I then go out and take one action step. Once I have taken this affirmative action, I get real world feedback. Somethings work out and some don’t. When things don’t, I try to figure out the possible course correction.

If things work out then my brain gets relaxed that there’s no danger and it starts supporting my next steps.Nobody knows the future. We only have the NOW. If there’s nothing else that you have clear about the problem you are facing, start with the first step in trying to solve the problem and then see how things work out.

I would love to hear your comments – if your brain also plays games with you and shows you all these dangerous scenarios.

Till next time then.

Carpe Diem!!!

The One thing giving you a pushback

Energy, Fear, Human Brain, procrastination, Productivity

The human brain is designed for ensuring your survival at all times. Given that most of us – especially those who live in democracies are generally safe – the brain does actually does not need to do too much for survival. But because that’s the inherent design, things can’t be changed.

Which means that the brain will pushback on all kinds of new things that you think of doing, because it inherently means that it will need to work more. If it works more it will consume more energy, which in turn is a risk if there’s a sudden need for survival issues.

I have been trying to analyse everyday – sometimes successfully and sometimes without success – at which points did I face resistance or pushback, which caused me to procrastinate. There’s actually an interesting podcast which Dean Jackson and Dan Sullivan used to do called The Joy of Procrastination. They had an interesting take, that you should actually plan your day based on the procrastination points that you face everyday.

Once you realise that the pushback or resistance or procrastination or fear means that the brain is thinking that new work is involved, it could actually be good for you. So thinking in these terms, I am working now each day on trying to identify one point of resistance and then actually do that thing. Sometimes it has been writing an email to a prospect, sometimes its a difficult conversation with a colleague.

I am not sure if all the activities that I have done are actually becoming successful but there’s a great sense of relief after I do the thing, where I was facing push back.

While I am working on that aspect I am also trying to figure out, how I can make the Domino effect come into play, when I am doing these things which are giving me a pushback. I will keep you posted if I can build an “algorithm” which can help me make me geometrically more productive because of these activities.

Till next time then.

Carpe Diem!!!