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About Us
- CrossRoads Business Development
- Boise, Idaho
- We empower people to own the future – business, family, community - impacting the world one business at a time. We build intimacy through conflict in an atmosphere of mutual respect. “The compassion of the strong is in waking people up to their blindness! For that you need to be a warrior”. Fernando Flores We are a learning company; disciples of our processes and a healthy developing organism.
Ron Reese - REE Construction, Idaho
ReplyDeleteProfessional Advantage Memeber
Today I felt I was able to begin to tie this Sandler session into what otherwise appear to be unrelated business issues. We are talking a lot lately about the differences between strategies and tactics, and whether our thinking is strategic or tactical. (I hope my thinking is strategic and my actions are tactical in support of those strategies). It seems that the “I” is more strategic in nature and the “R” is more tactical. Once the strategy is set, I think it is generally counterproductive to expend energy on reevaluation (or abandonment) of strategy just because of a tactical failure or two.
I want to be as sure as I can that my strategy (my “I”) is based on a sound foundation. I don’t want to delude myself that my strategy (“I”) is solid just because I want it to be. I need to be willing to freely examine and challenge my strategy (my “I”). But once I’ve done my due diligence, I need to have faith that my strategy (my “I”) has value and implement tactics (“R” activities), at the risk of failure, to achieve (support) that strategy ("I").
The trick is, that while I need to stand up for and defend my strategy ("I")and not fold under the first defeat (or maybe, the second, or the third or the fourth or…….), I do need to be able to discern if I’m grounded enough in reality and to be willing to reshape my strategy (my “I”) in the face of ongoing failure of my tactics (in my “R’s”)
Otherwise, I risk transforming from a tenacious fighter to a fool. But, as in many things, it is probably an infinitely fine (and fluid)line between the two.
Today my lesson learned was that when asking for a referral, we need to be more specific when we are asking. I would have never thought of doing this, but it makes sense. By qualifying a referral early on in the game makes the process for both you and the potential prospect much more fluid. Thanks Chip for suggesting that, it was great!
ReplyDeleteMy lesson learned that you have to be consistent with your prospecting, and you need to come up with measurable steps to take so that you can judge how you have done and what is working and what is not working. These KPI's are important because not only does it allow you to know where you stand compared to your goals, it also allows other people to see how you are doing and it will hold you accountable to yourself and others.
ReplyDeleteJustin Stephens
CrossRoads Business Development
Knowing what kind of referral you are looking for is a great way to help people give you one. If you identify what you do by introducing your 30 second commercial, you can tell people specifically what you do in a very short amount of time. Being genuinely interested in what the person you’re talking to does and how you can help them will usually get them to want to help/refer you. If they only want to talk about themselves, then they probably aren't the right fit and are not listening to you...move on to the next person who you can refer and will refer you.
ReplyDeleteMark / Gaspar's production manager
How important affirmations are yet again, seems to be the major thing that I am dealing with on a daily basis. From understanding how important they are to exciting my team to think bigger and revise their affirmations. I enjoyed hearing the call with “Rebecca” and can relate the conversation to some past clients. There are cases that I would have liked to walk away from because it was a complete waste of time, or so I thought at the time. Now, with new tools and a system, I will have to re learn when I have a chance and when I don’t and it was interesting to hear a different way of qualifying than I ever have before. I also picked up on viewing your conversation as a third party and have done that recently, before it came up here so it drove that home for me as a useful tool. I have also been thinking about the pipeline and looking for areas to reduce the amount of steps necessary in our current selling cycle. Not making any changes just yet but in the planning stage for sure. I also learned that trusted advisors don’t close, they facilitate dicision making by the prospect and they close themselves. Thank Jim
ReplyDeleteMatt Ottinger
ServiceMASTER Select