The Right Mix for Influence
As I continue my Lean journey, I have recently been focused on applying Lean to sales. How do you buyer? answer, I discovered that it is not one action but rather a mix of engaging employees, helping them accelerate their processes, and aligning with both Agile and Lean selling.
How we make decisions
It may sound overwhelming to consider how to to to out what I have found in my research. Though today & # 39; s buyer is more knowledgeable, she is still human and makes decisions like everyone else in one of two states. Bilionaire John Assaraf & # 39; s research found that the first state uses the reptilian part of the brain that is focused on safety, belonging, and significance. If a company has a culture of fear, it limits the creativity, the ability to solve complex problems, and the development of visionary ideas. It causes people to think out of fear with their reptilian brain.
John and Harvard professor Srini Pillay MD found that the other part of the brain, the Prefrontal Cortex, has full access to the brain & # 39; s resources and can make smart decisions. But survival is always paramount, we can create an environment of comfort Your conversation must also be a communicate that you see the unique qualities of the buyer. Let the This approach will increase the safety as well as develop trust.
Being Agile
Toyota Kata coaching pressures focus and inquiry. Practice being focused. Focusing means being presented. You are at that moment in Welcome to the mix. The other part of the Toyota process is to inquire at multiple times until you get to the root This problem preventive buyer remorse, and in employees, it creative growth and leadership skills. Remember for buyers and employees They need to feel safe, so they can switch to the part of their brain that making smart decisi ons.
Safety, Clarity, and Vision
How can you help them feel safe enough to switch and make a decision? The brain reacts to clarity, a vision. Christine Comaford, the author of Smart Tribes , says that "an emotionally engaging mission, vision, and values statement will help you get connected." In the courses I attended when I became a salesperson and then as a trainer, I learned it is critical to set and to obtain explicit It is also essential to create a vision by painting a picture with words. That is why storytelling works so well in selling.
Lean Selling and Accelerating Processes
Other people thought that the latest sales training isan recently that applied to the marketing lean to selling. You must must have that sales person must change his or her personality. You must have your use of learning tools to define and refine your processes. You must Using mustan locate the root cause of missing a sales target. Using Lean to streamline the process will also accelerate the results.
