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We're Not French Fries...Are We? Something ironic happened in the past month. Two Vice Presidents of Sales came up to me and said the same thing within days of each other. The line made me laugh just as hard both times. They said, “If it weren’t for customers and employees, I’d be pretty happy!” Obviously, it was said tongue and cheek but it got me thinking. We can have the best laid plans of mice and men, but when you integrate people into the equation, you can expect significantly different results. Ray Kroc, founder of McDonald's, knew this was going to be an obstacle. In the book, “The E-Myth,” it is noted that when McDonald's was formed, Ray knew he wasn’t in the hamburger business. He was in the process business. He wanted to make sure that no matter who you are, if you simply follow the process, you will get the same results. Hence why a Happy Meal tastes the same in Chicago as it does in Shanghai. Look at your Sales Process…whatever it is. I’d like to think it’s something you are using from one of our classes, but go with it anyway. You have a process. Why do different things happen when you use the same process each time? Because people aren’t french fries. People are different. So saying something to one person can be received totally different than how it may be received from another. The true mark of a professional sales person is being able to adapt to the situation, which means you will have to ADAPT YOUR PROCESS. Example: You want to gather information first and understand their issues, but they only want to see what you have and they want to see it now! Obviously, they are trying to change your “process.” Why? They aren’t french fries. They want it now!! So, give it to them….BUT…just a taste. Don’t tell them everything. Give them a little; then turn the conversation back on them once you have established the credibility that you know what you are talking about; then ask questions. Now, you are back into your process of gaining information first before spilling your guts all over the room and telling the customer what you do. Don’t be so head strong where you aren’t flexible. Change with the customer. Remember, when you bring people into the mix, you're dealing with more than just french fries. |
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