Is Business Protocol Dead?

Is Business Protocol Dead?

If you ask a highly successful sales person what the keys to their success are, they would likely start by pointing out the importance of doing due diligence research prior to approaching a potential client or customer. They’d be less likely to start by pointing out the importance of protocol when it comes to interacting with potential clients and customers. They would however remind you not to forget it.

The tools we have access to have changed the business landscape, and it would be easy to convince ourselves that all business decisions come down to dollars and cents so it shouldn’t matter how we present ourselves. In one sense that might be true. But think of it from this perspective… if both you and your competition have access to the exact same information, and can offer the exact same deal, how will you differentiate yourself from them?

One way to ensure your forward momentum is to take the time to make sure you do as good of a job presenting yourself as you do of presenting what you have to offer. Here are 3 time tested do’s and don’ts of sales protocol.

1.     Don’t talk to people like you know them—before you know them.

Do:  Dale Carnegie said, "A person’s name is the sweetest sound to them in any language." But that doesn't mean Mrs. Debra Nice, the president of a company you’d like to do business with, will appreciate you calling her Debbie. Address people formally until you are invited to do otherwise.

2.     Don’t disregard the chain of command.

Do:  A chain of command might be annoying to deal with, but it serves a purpose. If you disregard it and go straight for the chief decision maker, you might get the “yes” you were hoping for, but he or she is very likely to turn the deal over to the people you just stepped over—not the best way to build a business relationship. Be respectful of the people you interact with as you work your way up the decision maker chain, and they will be more likely to return the favor by speaking well of you and what you have to offer to their higher-ups.

3.     Don’t speak poorly of your competition.

Do:  Successful sales people know that their clients and customers aspire to rise to the top of their market. But trash-talking your competition doesn’t provide any positive information about how you and your company can help them achieve that goal. Keep your presentation/discussion focused on what the client really cares about—how the product and/or service you offer will improve their position in their marketplace. Do a good job with that and your competition won’t matter.

Yes, these sound like common sense protocols everyone would know and follow, but they’re rarely taught, so many sales professionals end up learning them the hard way. Once you include them as part of your own best business practices though, they are evidence to potential clients/customers of your confidence, professionalism, and experience.

Alan Luoma is a Sales Coach with extensive experience in industrial sales, sales management, new product development, sales and product training. He works with a national sustainable packaging company and their distributors to increase sales. Alan is an expert that speaks on eliminating behaviors that prevent you from being successful in sales and uncovering sales prevention departments that hinder your success. He is a member of the Hartford Springfield Speakers Network, The National Speakers Association and New England Speakers Association. You can view his profile on LinkedIn, or contact him at Luoma@snet.net

I Can't Believe I Stepped Into A Gossip Grapevine Again!

Spend any time with a group of people and you’re going to hear gossip. In fact, there’s so much gossip flying around that most people just accept it as a part of life. The TV characters we love provide us with step-by-step guidelines on how to gossip. Newsstands are full of evidence that nothing is off limits when it comes to gossip. And even though we instinctively know that gossiping is not a good thing, it’s easy to get caught up in the excitement and entertainment of a good piece of juicy gossip.
One reason this happens is because there’s a fine line between discussing the facts of a situation and speculating about all the grey areas surrounding it. And anyone who works more than a couple of hours a day knows that people in the workplace talk about a lot more than business. Not getting caught up in the gossip going around the office can be a challenge. In some work environments, it probably feels safer to stay in the gossip loop than to risk stepping away from it and becoming someone who’s gossiped about.
Sadly, we don’t have the power to stop our co-workers from gossiping. Fortunately, we have absolute control over whether we do or don’t participate and/or contribute to the gossip grapevine. Here are a few strategies to help you steer clear of a gossip grapevine.
1. Own 100% of what you say. This can be trickier than it sounds because sometimes we have information that other people aren’t privy to, and the thought of showing our co-workers that we’re “in the know” can be very compelling. Before you share, simply ask yourself who benefits from adding you’re inside information to the conversation. If it’s you, your status, or your ego, then don’t share.
2. When you’re tempted to contribute to a conversation, consider these questions too:

·       Will the information I have contribute something positive and/or worthwhile to the conversation?

·       Is the information I have public knowledge or the result of a shared confidence?

·       Could I just as easily talk to the person or people the information I have is about without a second thought?

3. When you realize you’ve stepped into a gossip grapevine, step out of it. Just because you’re around gossip, doesn’t mean you have to stick around. Work projects, problems, issues, and deadlines are all legitimate excuses for walking away from the gossip zone without stepping on anyone’s gossip-prone toes.
4. Remember that gossip isn’t limited to secretive conversations around the proverbial water cooler. Take care with your comments in voicemails, emails, and other Internet platforms. You don’t want your words to be misinterpreted as gossip by the recipient simply because they couldn’t see your facial expressions, or body language, or hear your tone of voice.

Gossip in the workplace can become a serious problem. It can ruin reputations and careers in a manner of minutes. But it’s also one of those situations where you get to choose between being part of the problem or part of the solution. Now that you’re “in the know”, where will you stand? Will I hear it through the grapevine?

Alan Luoma is a Sales Coach with extensive experience in industrial sales, sales management, new product development, sales and product training. He works part time with a national sustainable packaging company with their distributors to increase sales. Alan is an expert that speaks on eliminating behaviors that prevent you from being successful in sales and uncovering sales prevention departments that hinder your success. He is a member of the Hartford Springfield Speakers Network, The National Speakers Association and New England Speakers Association. You can view his profile on LinkedIn, or contact him at Luoma@snet.net