Do You Acknowledge Necessary Improvement?
Today’s question is, do you acknowledge necessary improvement? Sometimes it’s difficult to accept that change is in order. The challenge is that once we find a routine that works well, we attach ourselves to it. Time efficiency plays a large role in getting everything done that stands in line before us. Although numerous factors point to the need for altering our approach, our time crunch interferes.
Although I frequently write about taking a calculated risk to try something new, I will stall on a rare occasion. Sometimes, an effort in question appears to be more complicated than I care to consider. When doing nothing can cause chaos, I stop everything to re-examine the events leading up to the situation.
The signs for necessary improvement can appear in a variety of ways:
- A potentially harmful situation
- Sleepless nights
- Similar suggestions from others to move away from the dilemma
- Agonizing over the problem
- Realizing the necessity for finding a solution
Sadly, two companies that I was working with are desperately trying to make money any way they can. One service was short term due to the representative’s continuing attempts to up-sell.
Aggressive sales techniques are a turn off.
But worse was the man’s attempt to sell me an unnecessary firewall for a steep sum of money. It stopped me in my tracks. The offer sounded suspicious, so I asked those I trust.
Fortunately, family members are very familiar with computers and let me know that firewalls are built-in. A person does not need to purchase one separately. Red flags were everywhere. Taking no chances, I cleaned up my computer and everything associated.
The slogan, ‘leave no stone unturned,’ comes to mind for this type of situation.
Scams are rampant, and we have to protect ourselves. Protection is to be the priority for everyone.
And then, a far more disappointing case of up-selling came to be. As a sales trainer, I teach that one’s job is to encourage a returning and referring clientele. But the current trend is that of continual attempts to sell a more significant quantity regardless of need. More troubling is that each new product or service offered is more expensive than the previous one. The practice discourages many. And the worst outcome is losing current clients.
My definition of the Smooth Sale is to earn a returning and referring clientele. In this manner, the pipeline remains relatively full. There is no need to upsell when one sells appropriately.
Instead, clients will contact us to learn what we have new and possibly beneficial for their needs. Similarly, when we check in with current clients, we should first ask how they are doing and what’s new on their end.
The inquiries upfront allow us to connect their dots to ours. We can then potentially suggest something of benefit. And if nothing resonates, the friendly check-in will pave the way for when there is further need.
Another old saying that applies is,
‘Don’t upset the apple cart!’
Many times over, it has been suggested to review your strategies and approach for the business. But the other side of the coin is to examine those who attempt to sell to you.
Is each representative:
- An active listener who asks questions
- Worthy of referral
- Worthy of testimonials?
Should anyone come to mind about whom you have concerns, stop to consider your ‘why’? Examine the issue from all angles. It may be time to find to get referrals for replacing the current service. At the same time, consider password protection and monitor all accounts. While this sounds very time-consuming, and it is, it proves to be well worthwhile.
As you acknowledge necessary improvement and then take action, you will be able to sleep better at night. Once back to your typical routine, efficiencies will kick in along with new ideas.
Sometimes, it’s necessary to slow down to observe the world around us. It may take a while to comprehend something is amiss. But once we acknowledge necessary improvement and make the correction, our routine usually runs more smoothly.
Satisfaction takes over as we recognize that we took the time to make the adjustments. It is at this point when efficiencies once again become ours.
Sales Tips: Do You Acknowledge Necessary Improvement
- Ask for recommendations before hiring a service
- If something does not sound right, stop and research the topic
- Be on your guard for people who attempt to regularly up-sell
- Monitor all accounts on a regular schedule
- Consider using a password manager
- Be the person others trust
- Inquire about the ultimate goals for a business before offering a solution
- Gain agreement for the better approach and to ensure satisfaction
- Follow-up on all service to grow a returning and referring clientele
- Celebrate Success!
Related: Are You Ready To Improve This Year?