FIRST-Connect with Others

by | Jan 28, 2016 | Education, Performance, Sales

It’s interesting to be someplace where you can’t read or understand a single word someone else is saying.

I was having lunch at a restaurant in Sweden surrounded by people from the local business community. There was a lot of chatter and I noticed how everyone seemed to be enjoying each other. I, on the other hand, felt completely isolated and unconnected. I couldn’t understand a single word.

I had no idea what I ordered for lunch. The food was good but I could not shake the disconcerting feeling that came from the low hum of the unrecognizable conversation going on around me.

I can’t say it was uncomfortable. Just isolating….like I didn’t belong. That made me think of the powerful need most of us have for connection with others. All of a sudden I was struck with the fact that the TrainerTainment Sales Process is what it is because it works!

There’s a reason why we call it a process:

  1. C – CONNECT
  2. Q – qualify
  3. P – present (sell)
  4. C – close

Connect is first for a reason. Without connection, there is very little potential for a relationship. With no connection, you don’t have the right to ask a single question. You certainly do not need to “show up & throw up” your pitch all over someone you aren’t connected to. That’s just rude. Without connection, you are isolated from your potential customer and them from you. It is exactly like you can’t and are NOT speaking each other’s language. You must walk through the process of getting connected to another human being before you can begin to sell them anything.

If you saw our Tuesday Tip, you caught me in the moment following an incoming sales call. The sales rep failed to connect or qualify me at all! Jump over to our Facebook fan page. I promise it’s a fun couple of minutes to catch me in the aftermath of visiting with a sales person who has given me reason to learn and teach more!

I also want to invite you to join us for our next webinar on Feb 11th where we’ll be helping you with the approach to use when you are reaching out to people to build new business for your center.

Thanks for reading and I hope you’ll intentionally practice the art of connecting this weekend. It makes a big difference!

Ordinary People Creating Extraordinary Results

by | Jan 21, 2016 | Leadership

If you could focus on just one thing this year why not focus on finding ordinary people who create extraordinary results! That’s what we all want. A business owner wants extraordinary results from their team members. A sales leader wants it from the sales teams. The food and beverage director would be in heaven if the front and the back of the house got this one thing.

You know your stress level would lower. Work would be more fun. Sales would be higher. Guest satisfaction would rise dramatically.

I wonder if we took the time to clearly communicate what we mean by extraordinary service. It might have made sense to title this article “Your Battle Cry.” Maybe you could start this mission by adding language that says what you really mean in your job postings and even your job description. Something like:
“We are looking for a few ordinary people who would commit to and
be excited about creating extraordinary results for our guests.”
The first question during the interview might be, “Why did you respond to this job posting and give me an example of why you are qualified to interview for this job?” Wow! I think that would send a genuine message about who you are.

If there’s one thing you can do this year, I encourage you to commit to getting obsessed with hiring and training those ordinary people who are passionate about creating extraordinary results. I’m getting excited just thinking about it.

I can see every guest being greeted in a way that suggests you had been waiting to open the door just for them. I picture team members pitching in and making it happen when things get busy. I notice a guest service representative kneeling to visit with a small child.

I’m convinced this kind of investment in growing and training the right team will create the most extraordinary year you’ve ever had! And, of course, we at TrainerTainment want to help!

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