scott@top1.fm<\/strong><\/p>\nTranscript<\/h3>\n
Scott Ingram: You\u2019re listening to the Daily Sales Tips podcast and I\u2019m your host, Scott Ingram. Today\u2019s tip comes from Mark Schenkius as he came up with a really thoughtful way to help us celebrate 1001 Daily Sales Tips. Mark is the founder of ROI 10 where he helps sales professionals get better at dealing with buyers. He\u2019s also the author of \u201cThe Other Side of Sales,\u201d where he shares his perspective after 15 years in procurement. Here he is:<\/p>\n
Mark Schenkius: Hi everyone,<\/p>\n
I have worked in a large organization for a long time and one of the key frustrations with managing my internal stakeholders was that I wasn\u2019t always able to motivate them to support one of my projects or something similar.<\/p>\n
The reason was very simple. It was because my objectives were different from their objectives. So, for them, it didn\u2019t make sense to support me, because it wasn\u2019t aligned with their priorities and they had so many others things to do. Something wasn\u2019t working for me here.<\/p>\n
A few years ago, I made the connection that this is exactly what happens when sales professionals try to manage their buyers. They often get frustrated because they don\u2019t get the results they want from their dealings with buyers.<\/p>\n
Similar to my experience from the past, sellers are often focused on a single solution to the problem and they get frustrated when this doesn\u2019t work.<\/p>\n
I\u2019ll share a short story that changed my perspective:<\/p>\n
Close your eyes for a second and imagine you are walking outside in nature and you feel like you\u2019re going on a long journey. You are walking through a meadow and you feel the grass beneath your feet. All of a sudden you see a large wall in front of you which blocks your path. Since you want to continue your journey you need to find a way to get to the other side.<\/p>\n
So, what can you do?<\/p>\n
Allow me to make a couple of suggestions\u2026<\/p>\n
You can\u2026<\/p>\n
\u2022 Find a ladder and climb over it
\n\u2022 Look for a hole in the wall
\n\u2022 Try pushing the wall over
\n\u2022 Walk to the side and see if you can find a door
\n\u2022 Call somebody and ask for help
\n\u2022 Dig a hole underneath etc. etc.<\/p>\n
There are literally hundreds of potential solutions to this simple situation.<\/p>\n
Now, the same thinking can be applied to your relationship with your buyer. Bearing in mind that you can easily come up with dozens of solutions with a simple wall, can you imagine how many solutions you have when dealing with the complexity of a human being.<\/p>\n
The key message I have for you here is: don\u2019t be discouraged if plan A doesn\u2019t work. There are a thousand and one ways to get to your desired result with your buyer. You just haven\u2019t found the right route yet. Keep on exploring.<\/p>\n
Scott Ingram: 1001 ways for our 1001st tip. Thanks Mark! For more insights from the professional buyer\u2019s perspective. Definitely check out Mark\u2019s book: \u201cThe Other Side of Sales<\/a>,\u201d and as always we\u2019ll have links to that and more for you at\u00a0DailySales.Tips\/1001<\/a>.<\/p>\nOnce you\u2019ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!<\/p>\n","protected":false},"excerpt":{"rendered":"
“Don\u2019t be discouraged if plan A doesn\u2019t work. There are a thousand and one ways to get to your desired result with your buyer. You just haven\u2019t found the right route yet. Keep on exploring.” – Mark Schenkius in today’s Tip 1001 What’s your thought about this? Join the conversation below and learn more about…<\/p>\n","protected":false},"author":2,"featured_media":2399,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"content-type":"","_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"_genesis_hide_title":false,"_genesis_hide_breadcrumbs":false,"_genesis_hide_singular_image":false,"_genesis_hide_footer_widgets":false,"_genesis_custom_body_class":"","_genesis_custom_post_class":"","_genesis_layout":"content-sidebar","footnotes":""},"categories":[40],"tags":[],"class_list":{"0":"post-4095","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-daily-sales-tips","8":"entry"},"yoast_head":"\n
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“Don\u2019t be discouraged if plan A doesn\u2019t work. There are a thousand and one ways to get to your desired result with your buyer. You just haven\u2019t found the right route yet. Keep on exploring.” – Mark Schenkius in today’s Tip 1001<\/p>\n