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

60 Years of Marriage.

Dear Fellow Speakers, Entrepreneurs and Guests,

I'm proud to announce that on October 1, 2015, my parents will be married for 60 years. That is quite an incredible achievement. I consider them a match made in heaven. I was able to experience 55 years of their 60 years of marriage. What I saw, was a lot of respect for each other. Very rarely through the years did I ever see them fight. They always had each other's back even in times where I'm sure one could've turned on the other. They held their ground and backed each other up when was needed. If someone were to ask me what was one of the key traits that produced a strong 60 year marriage? I would say, respect. I also believe there are two other traits, loyalty and very hard work. We were a Middle American Family that had a nice house, great yard and great neighbors. I consider myself very blessed in my life to have spent my youth in that house and witness these traits first hand. I've been able to take these principles and traits that I witnessed and carry them forward into my life. Both of my parents taught me the value of very hard work. I had up to 3 paper routes by the time I was 8. There were times for my father where he had three jobs and my mother two jobs. I remember the times when we didn't have my mom on Christmas morning because of her work commitment with her employer to be there to cover for the holiday. Even though there were many years of hard work and sacrifice I never heard foul words ever exchanged by them. I know they are human and have argued like we all do. But, very rarely.

They have always taken great pleasure in always helping those who were in need or hurting. By trying to help financially or a platter of my mom’s favorite meals. For me, that would solve any problem, especially the corned beef and cabbage.

They took sacrifice with grace. They always stated to me and my brother, that "the sun is always shining at the end of the tunnel, you just need to make your way through the tunnel". And I find that's one of the key success phrases I always carry with me. Sometimes life is not an easy trip for most of us. We will experience our peaks and valleys. No one is immune from this. But married couples have the choice on how they treat each other through the tough times. I mentioned the number one key traits to a successful marriage was respect. And trust me, if my brother  or I gave my Mother a across eyed look or if we gave her some bad attitude, I had my father immediately in my face or in my brother's face to straighten us up. Keep in mind, I grew up with the discipline of the 1960's. You never crossed the line of respect in my household. The discipline of being respectful has stayed with me throughout my life. I was brought up with the fact that respect isn't an option, it is a duty.When I speak to groups I always share with them how important environment is to one's success. The environments that you dwell in over a period of time will reflect who you are as a person over time. Always be careful of the environments you hang out in. These environments will determine your direction and outcome in life.

In recent years, both of my parents have experienced health issues, each of them has always stayed at each other side until the health issue has pasted. Their loyalty and commitment for each other is still  very strong after 60 years. I believe this short story is a lesson for all newlywed couples of today. With the divorce rate of at least 50%, the line of respect, loyalty, care and regard must be breaking down between husband and wife. I always hear that marriage is a 50-50 partnership. I disagree with that. Marriage is 100-100 partnership! There will be times when one of the partners won’t be able to carry their weight. That is when the other partner has to step in at 100%. That is the true bond of marriage, it is the bond of friendship and it is the bond for great success in business.

Be well and stay safe.

John

  “The Insurance Coach”

       John P. Slosek, Jr 

   "The Insurance Coach ™"
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