Have you found it difficult to pool multiple resources at work? Or do you run into roadblocks when looking to meet a critical deadline? This post explores how many people face challenges simply because of how they maneuver their work environment.
You are a salesperson whether you believe it or not. From a front office job, possibly as a secretary, to the business owners themselves, everyone in any given industry or company goes through the sales process whether they understand it or not. Being in sales my entire career, I’ve noticed how persuasion plays a critical role in everything we do in life. Communicating effectively and knowing which situations are currently being presented to us will, without a doubt, allow us to navigate our day with less resistance.
In this post, I will cover some of the most common daily scenarios you may find yourself in. How to maneuver the sales processes associated with those scenarios. Lastly, how to plan accordingly to ensure your success as you come across these situations.
Find common ground:
Although your job description may not entail meeting a quota or selling a product or service, one thing we will see in common amongst all job descriptions is “working well with others.” In essence, these words mean the ability to manage a process with others in an efficient manner. The first thing to understand is that everyone has different objectives, and this is not a negative. The finance team has a plan to, of course, impact the bottom line. At the same time, your traditional salesperson is not concerned with the bottom line but more about producing meaningful results that will positively affect their quota. While marketing may not necessarily have the percentage attached to their performance much as the sales representative does. Their success metrics may relate to providing a bridge between finance and the representative so that all parties can realize success.
Understanding the objective of your counterpart and understanding it early will allow for a smooth relationship across departments. One thing I have implemented in my processes is first to understand the objective of my peers. With that in mind, I can position them to have the highest likelihood of success while accomplishing my individual goals. The strategy is to sit down with the individuals early to understand what they can and cannot do. You will ideally have an optimal zone of operations for each individual you work with.
Another example of this would be the relationship between marketing and sales. You may be having a tough time with some of the leads marketing may provide.
This could be due to the metrics or target audience they are catering to. Having an open dialogue to discuss what’s working and what’s not working may, in the long run, positively affect the representative's ability to close based on changes in the marketing strategy. For this example, communication is at the highest level of importance, and with that communication comes the ability to persuade through valid evidence that changes are needed.
Maneuver the minefield:
As a former athlete, it’s easy to understand that there are peaks and valleys on the road to success. Playing basketball at a high level throughout college was a fantastic experience and a grounding one. The goal was to maximize my abilities as best as possible and provide myself with an opportunity to extend my career to its limits. This meant putting in the time and effort to be the best I could, and at the end of the day, I still missed shots. I still made mistakes, but that was the fuel that drove my competitiveness.
These failures are experienced in any position and organization. The legal team may not be able to agree with a customer regarding redlining a contract. The research and development team may not get the appropriate approvals to make necessary product changes quickly. The supply chain may be negotiating with one of their logistics carriers and delivery windows that would optimize workflow for the building. These scenarios, although very different, involve finding solutions through a common ground with a partner. In many cases, you will be faced with an objection, then your negotiations begin, and you are now effectively a salesperson. The ones who understand the changes that occur with their roles can adapt quickly to achieve a solution.
Planning:
Prepping for scenarios like these is difficult because there are times were you accomplished what you’re looking to do on the first try. The goal lies within an understanding of the landscape. Salespeople are prepared because they are trained to be a salesperson every day. The office administrator may not have prepared themselves to negotiate with coworkers. How one can remain agile is to pick up on the nuances of your peers and keep mental notes of what matters to them. This can go a long way in understanding how you can come to a creative agreement that puts you in the best position to succeed.
An attack angle is never a bad idea and will allow you to make requests and concessions, if necessary, quickly. The goal is not to take advantage of someone but to solve an issue with the least amount of resistance; you can also say this is the definition of efficiency.