“We teach something called blank slate. And blank slate simply means no expectations, no assumptions.” – Jim Camp in today’s Tip 1604
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Jim Camp. Jim is a former VP of Sales, and is now an owner and coach with Camp Negotiations. His coaching expertise is in sales, negotiations, and leadership. Jim has also served as a military pilot and is retiring as a Major General from the United States Air Force. Here he is:
Jim Camp: Hi, everyone, Jim Camp. I hope you’ll agree with me that there’s a lot of really good selling systems out there, and I hope you have one in place that helps you stay focused, keeps you on track during your preparation, execution, and even the debriefing of your sales negotiation process.
In addition to the sales arena, there are many careers out there that require really solid emotional control. If you think about medicine, aviation, the military, even first responders. Ultimate emotional control comes from having a system in place. In order for that system to be valid, it must be derived from laws, rules, and in the sales world, a deep understanding of human behavior and how people make decisions.
Regardless of the careers that I mentioned, and regardless of your level of experience in any career, any arena, especially the sales arena, one of the big things that’s going to derail our success, especially controlling emotions, are our assumptions, expectations, things we think that are going to happen that don’t.
Here’s a tip for you in sales negotiations.
Before your next call, email, or meeting, simply write down a list of all of your assumptions and all the expectations that you carry into that deal. For example, you may think you know who the decision-makers are with your opponent, but really how well do you understand your client’s decision-making? Who else should you include? Are you assuming or do you actually know firsthand how they’re going to make a decision?
Or another example, you just had a great meeting and feel really good about the next steps, and you think you know what should happen next, but have you clearly negotiated exactly what the next steps are with your opponent?
Unfortunately, when we discover something we did not expect, or we make assumptions and overlook something that can actually be very important, if you think about those other careers I mentioned, imagine the results. And if you get derailed and caught off guard, emotions are definitely going to be impacted.
So the bottom line is this for today’s tip. We teach something called blank slate. And blank slate simply means no expectations, no assumptions. Hope you enjoyed this. See you next time.
Scott Ingram: To get your hands on a free download with the 4 Reasons People Say No from Jim and Camp Negotiation, just click over to DailySales.Tips/1609. Once you’ve been over there, be sure to come right back here for another great sales tip. Thanks for listening!