I don’t know about you, but every once in a while someone will make an off handed comment that *click* changes something in the brain – all of the sudden I can’t stop thinking about it (please tell me I’m not alone!).
That happened to me as we were recording tomorrow’s Sales Coaching over Coffee: Coffee Klatch Conversation with Dan Waldschmidt (@DanWaldo), Fred McMurray (@FredMcMurray) and Leanne Hoagland-Smith (@CoachLee). Our topic is the emotion gap – do YOU bring your prospects & customers all the way to HAPPY?
blatant self promotion moment: the radio show airs every Thursday at 1:00 pm NY time and again at 7:00 pm. See that flashing “on air” button, that is the player where you listen (of course if you’re here on Wednesday…. it isn’t my show on that is playing!).
Ok back to our topic: Do you fill your prospects with delight?
For me it started when Dan asked “What can we do that’s delightful?”
I’ve started to track that as I’m making my sales calls; yup, I’m actually tracking on a tick sheet – did I delight that person?
Here is what the exploration is bringing up:
* I have more “conversations” than “delighted” people – not surprising that I don’t delight everyone, but my disappointment when I get off the phone is making another change…
* as the phone is ringing, my intention is to DELIGHT the person who answers…
The result has been; better & longer conversations PLUS a higher rate of return on my normal voicemail/email prospect strategy.
This week – try it out, make your calls with the intent to delight your prospects and customers. On Friday come back and let me know what changes you see!