There is an old Chinese proverb, “Talk doesn’t cook rice.” I laughed when I read this quote because it reminded me of how easy it is to fall into the trap of getting ready to get ready.
For example, in the sales training business, I see a lot of salespeople getting ready to move from average selling and influence skills to great selling and influence skills. Let me explain.
If you’ve been in sales long enough, you know some of the predictable questions and/or objections you will hear from a prospect. One of those predictable questions will be, “Tell me about your company?”
This predictable question should be answered with a predictable answer: a customized value proposition designed specifically for the buyer you are meeting with. Instead, most salespeople answer with a value proposition focused on what they do, not problems they solve. As a result, look and sound like their competitor. The sales conversation moves to a transactional sale, not a value sale. I.e. What’s your price?
The salesperson walks out of the appointment or hangs up the phone and says to himself, “I really need to work on getting a better value proposition.” Translation: This salesperson is getting ready to get ready.
Here are a couple of tips to help you start “cooking sales rice.”
- Make a decision. Apply the emotional intelligence skills of reality testing and self- awareness. Take action and stop talking. Decide if you are going to be average or great. If not, quit thinking and talking about what you’re going to do. You are boring yourself and everyone around you.
- Get an accountability partner. Marshall Goldsmith, popular author and executive coach, pays his coach to call him every day and ask specific questions designed to keep him on track, moving forward on personal and professional goals.
It’s halfway through the year. Stop talking and take action because, “Talk doesn’t cook rice.”