We all sell. Even those who are not officially in a sales role, sell. What sometimes seems like prospecting may be exactly what is causing a sales distraction.
Movement and motion are important, yet results are what matter the most.
Motion Isn’t Selling or Buying
People browse the internet, watch videos, and search eBay or Amazon. They don’t always buy; the activity of the search is a distraction. It’s window shopping.
In the summer, in suburbs or rural communities, there are often yard sales. People scatter their junk on tables and under canopies. The neighborhood gets involved, often there are cardboard signs, parking problems, and rubberneckers.
People who engage often don’t spend much, but they have some fun browsing. It gets them together with a friend or two, doesn’t cost much, and is more of a distraction rather than buying.
The same is true for many festivals, auctions, and community fairs. More of a distraction than commerce.
Those selling have a different role. Their strategy is to move the product, make a dollar, and improve their situation.
It may be for charity, to remove some clutter, or even a hobby business.
In the workplace, when trying to sell people sometimes seek an excuse or a distraction.
They claim they are prospecting, knocking on doors, and making calls. Yet, performance data still illustrates a pattern of coming up short.
There is blame towards a lack of collateral, the outdated website, or unfavorable economic conditions.
Sales tactics can become an activity. Check the box, do the labor, fulfill the role.
Have the goals been met?
Boxes checked are not always the same as goals achieved.
Rocking in a rocking chair gets you moving, yet you really aren’t going anywhere. It’s just motion.
Don’t get distracted.
Dennis E. Gilbert is a business consultant, speaker (CSPTM), and culture expert. He is a five-time author and the founder of Appreciative Strategies, LLC. His business focuses on positive human performance improvement solutions through Appreciative Strategies®. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.