Read, internally digest, and embrace this term – it is NOT what you want yourself or your mission or your company to be: a Reductionist Version. That is akin to something being a placeholder. Do NOT be a reductionist version of yourself. Do NOT let your company be a reductionist version of itself.
In generations past before technology took over, “blood, sweat and tears” was a common motivational phrase. Wisdom is called for in all endeavors, so don’t take this article as an indictment against well thought out automations and shortcuts; but then again, the adjective intended phrase “well thought out” does not encourage reductionist thinking in the first place. There is some real quicksand for retailers when it comes to technology. YES! You want technology. Yet technological tools, being the most valuable tools in today’s sales and marketing tool box, are NOT the reason we are on the job site. We are here to build! The tools cannot become the reason for the community we build, the relationships are. If you get lost in the forest and all you see is the trees, you are becoming a reductionist version of yourself and not the best version of yourself from a personal, psychological or business standpoint.
Keep your eye on the ball. Whatever service or goods you provide to the consumer population they provide benefits to the buyers. I passionately submit that those benefits are the reason you go to the job site to build every work day. It’s not the tools, not even the job site, be it a warehouse or resort; the enrichment of people’s lives is why you build. You will never be a reduced version of yourself if you keep the distractions to a minimum and remember the mission. The mission is the benefit and the purpose you have, a meaningful business is the providing of the benefit. If you go “All In” on the service and the mission, the money will take care of itself.
Business and Christian author (regardless of your personal worldview) Matthew Kelly uses an important term over and over again. He encourages people to make decisions that lead them to be “the best version of themselves.” It is a pragmatic and successful habit to get into. To achieve this he advises folks to always be figuring out “the next right thing to do.” Simple but wise words. Far too often dealers and sales professionals are focusing on the results they desire and the dollar bills instead of refining the quality activity that leads to the desired results. If you shift your emphasis on the activities and the common denominators that lead to success, you will have more. The secret is in developing the habit of self-examination. It will lead to the realizations of the things you should and should not emphasize and promote as company protocol. Unfortunately, like asking newbie wanna-be salespeople who aspire to be top performers to study, rarely do they invest the time and effort to educate themselves to the nuances of this honorable profession called “sales.”
Let’s tie things back into the title, ”It’s Time to Go All In!” First allow me to explain what “going all in” isn’t. It isn’t ignoring the new tech tools in your tool box. It isn’t burying your head in the sand and thinking that branding yourself or your company positively on social media isn’t important. It isn’t about trying to make e-commerce do all the work for you if you sell something that isn’t a simple commodity. It isn’t allowing your sales representatives to “find their own way” without a well thought out company sales approach and protocol. It isn’t always looking for the easy way instead of the most efficient way. These things I’ve mentioned promote “reductionist reasoning.”
How do you reach the highest level of sales performance? The opposite of those things listed above: embrace technology and the advantages it brings to the sales profession… because there are many! Brand yourself and/or your company as the friendliest and most dependable place, in person or online, to get information about what you sell. Raise the product or service you sell up with your story and presentation and reduce the common temptation in the marketplace to perceive what you sell as a commodity as opposed to a specialty item. Create a creative sales culture where ideas are exchanged, examined and tried in the pursuit of selling more effectively. Look to incorporate efficiencies in your systems so that selling can be streamlined and more fun.
No one ever gets to the end of their lives and wishes they had settled for less of themselves. Those who have truly endeavored to be the best version of themselves, those who went “all in” and have given it their all, end up with a sense of satisfaction that the reductionists will never experience. Do your sales- self and those around you a real solid, go “all in.” Leave the apathy to the competitor’s and deliver what you know your customers and the world deserves. The best you, you can be.
“There are no constraints on the human mind, no walls around the human spirit, no barriers to our progress except those we ourselves erect.” – Ronald Reagan
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