Being Point

Tag: sales

  • How Do You Engage Other People’s Capacity?

    Other people’s capacity (OPC), like “other people’s money (OPM),” is a topic that we frequently notice and care about. We want others to do things that we want them to do; we work to enroll them in our visions of the future; and try to sell them and convince them that things can be different.

    All of these kinds of approaches involve “how much” of something the other person has: time, resources, interest, curiosity, health – and, of course, the other person is the only person who really knows his or her capacity for giving of these.

    What is your style for engaging a dialogue about OPC? Are you aggressive or, alternatively, are you someone who rarely mentions OPC? Think about how you would like others to engage your capacity and their requests about engaging it, and then revisit your own guidelines about how to best engage others.

  • Develop 12 Monthly Marketing Touches Per Year

    Among the best ideas for business development and expanding sales is the practice of monthly “marketing touches” over at least a 12-month period. You benefit from regular, consistent visibility to clients and prospects. For example, you can establish a three-month rhythm of . . .

    (1) a call

    (2) article or general information

    (3) an email

    . . . for each of the three months of each quarter. Be creative and use any other combinations that you believe will be effective. You may choose to meet in person with some of the people with whom you are communicating.

    Much of what has not worked about business development is that it has often been non-uniform. Making a commitment to being visible on a regular monthly basis demonstrates that you hold a person top of mind.

    Have you ever tried an approach like this which is designed to build and enhance relationships? What objections, if any, come up for you about your ability to maintain this practice over a year’s time? How many people could you commit to reaching in this manner?

  • The Influence of Others On Decision Making

    Among the most intriguing areas of decision making is how to ethically influence others to make the decisions that you want them to make. Sales is a classic example of intentionally influencing decision making. Most of us have experienced situations where we’ve felt pressured to buy something and, depending on the degree of pressure, we’ve felt some level of discomfort.

    How do you handle heavy-handed influence over your freedom to decide for yourself? Have you ever found yourself trying to sell someone on your desires?

    Where do you draw the line when influencing decision making? Can you be trusted to act with respect and integrity for the other person’s right to decide?