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Average Performers Find Average Solutions - Sales and Marketing Training
| Guest post by: Brian Sullivan |
Article Overview: This article provides an innovative method to solving problems...really getting to the root of how a problem is solved.
 |
Free Download - The Perfect Summer - Sales and Marketing Training By Brian Sullivan |
Average Performers Find Average Solutions - Sales and Marketing Training
“If I had an hour to
save the world I'd spend 55 minutes thinking about the problem and 5 minutes
thinking about solutions.
-
Albert Einstein
Great innovators, salespeople and leaders don’t look at
themselves only as solution providers. They instead understand their true
talent lies in being able to uncover problems that average folks never
discover. By uncovering hidden assumptions and looking beneath the obvious
problem, top performers avoid developing multiple solutions hoping that one
works.
So how can you become Einstein-like in your problem solving?
First, when somebody comes to you with a problem…STOP. Then understand that the
problem that was presented is NOT the real problem. If it were they would have
solved it on their own and wouldn’t need you. The biggest value you can provide
is the ability to help them uncover what the REAL problem is. Which means you
should not be developing or delivering solutions too early.
Let’s try an exercise to get your innovative brain cooking:
1) Write down one problem that an associate, customer or
company leader has presented to you in the past two weeks. Now grab a pen and
write down what seemed like the obvious problem along with an obvious solution.
Obvious Problem
_______________________________________________________________________
Obvious Solution
________________________________________________________________________
2) Now take 3-5 minutes to think of the “problem behind the
problem.” To uncover that problem ask
yourself “Why” at least five times after answering each one. Write it down.
Then think of a not so obvious solution.
Hidden Problem
________________________________________________________________________
Hidden Solution
_________________________________________________________________________
If you completed the exercise you no doubt found that the
simple exercise of asking deeper questions resulted in you discovering a deeper
problem and as a result, a different solution.
So this week, understand that most real problems aren’t
obvious. But most business people spend all their time solving problems based
on assumption. Stop assuming, and start ASKING. And fueled by a deeper
curiosity to uncover, discover and learn more, you will spend less time solving
the wrong problems, and more time influencing everybody you touch.
This week Brian
Sullivan,CSP interviewed Steve Shapiro, author of the book, Best Practices are
Stupid. In this interview you will learn
how to stir innovation to find your own solutions while learning to help others
find theirs. Time to get smart!
A Management Challenge: How to Enhance Average Performance
Creating Deeper Client Relationships
You Cant Afford Average Salespeople
Increase Your Chances of Being Successful - Insurance Sales Training
MANAGING NON-PERFORMERS
Using Your Time
Those With the Best Talent Win
You Can't Win If You Don't Keep Score
Sales Growth Teams Drive Revenue
What to Do When Customers Are Few
How Does That Work?
Profitable Online business Ideas and the Recession; Increase Your Income
Sales Compensation Guidelines
Increase Sales through the Creation and Implementation of 3 Year Sales Action Plan
\"No\" to average
Activity vs. Productivity
Be A Top Performer
Pay for Performance - in this Economy?
A SALES METHODOLOGY
Be Adaptable With Your Sales Team to Achieve Peak Performance
|
About the Author: Brian Sullivan RSS for Brian's articles - Visit Brian's website Click here to visit Brian's website   You Became Famous in 2012 Sales and Marketing Training Clear Direction or a Firecracker Insurance Sales Training The Power of a Story Timeless Tom Seek Happiness then Deliver Ecstasy |
Related Forum Posts
Re: 40 cents per dollar is spent in a franchised business
- Hey Ringo,
In general terms the location itself isn't even looked at until the franchise agreement is signed and the fees are paid to the franchisor. Then and only then do they start looking for a location. This is common practice and with the plethora of commercial locations that are available right now we are seeing landlords bend over backwards on negotiations to get a good tenant.
That being said, the area is what the franchisor will look at on the demographics, they won't generally put a franchise in an area just because a buyer wants it there, most times the buyers have a preconceived notion of what they consider "the right spot". The franchisor has the data to support specific demographics, so that is where the help comes into play.
The due diligence items I recommend looking into prior to buying are:
1. Average Expenses.
2. Average Revenues.
3. Litigation.
4. Business model.
5. Training.
6. Existing franchisees.
Most of the time once you get through those things the rest is easy to get through. You need to know how much it cost, how much you can make, what is your exposure legally, is the model right, who/how are you trained and talk to as many existing franchisees as you can.
You are looking for consistency. There is absolutely no way that every single franchise owner is happy with the home office, it is just impossible.
You are looking for consistency, hearing the same things in general. Numbers, support, training, advertising, marketing, ongoing training, growth, industry etc...
If you don't hear consistent things, most likely the model isn't working in all markets or there is something else affecting it like industry or distribution or training.
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
2007 Goals
- My yearly goals for December 2007:
1. Add 10-15 new "ideal" clients to our client roster
2. Increase revenues by $500,000
3. Average at least 1 paid speaking engagement per month.
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: Are Business Owners too Old School to be Sold by a blog
- [quote:140e27hj]Customers Pick Static Documents over Blog Entries 8 to 1 on Average[/quote:140e27hj]
Interesting study. Just as a commenter said on your post... don't call it a blog. I agree.
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