Stop ya whinging

b2b coaching customers email linkedin marketing outreach promotion prospecting sales selling video Apr 24, 2023
Orange hat thinking

"My team is always whinging about why they can't sell, it's never their fault and they either want to make bigger discounts or get new 'sales tools' to hit target"

Orange Hat series - Sales Director Dilemmas #3

With my orange thinking hat on I'd say that instead of blaming external factors and seeking quick fixes, it's important to take a step back and analyse the underlying issues that are affecting their sales performance

To keep it simple lets focus on
- Communicate
- Consult
- Collaborate

Things to do include

Encourage an open dialogue between team members and management to identify any challenges or obstacles they are facing in their sales efforts.
This can help uncover any issues that may be hindering their performance.
Some of the team may have already figured the best way to address issues
A problem shared is a problem halved

Emphasize the importance of a consultative approach in building strong, lasting relationships with customers.
This can help them understand the long-term benefits of this approach and how it can lead to increased success.
Solid question skills are still the foundation of good selling.

Work with customers to find practical solutions to the challenges they are facing. 'Think like a partner'
This can involve creating a shared action plan and working together to implement it.
Collaborative selling is the next evolution of selling

And remember another 'C' - Compassion

It's tough at the moment

This 'whinging' could be the sign that people are feeling the pressure

Perhaps you are too and that is why you are finding it so grating

Many people are trying hard and want to do their best

Equip them to do so with a solid approach and associated mindset

The challenges you are facing are most likely the same as your customers

This is an opportunity

Use an understanding of what's going to develop insights into how to address their situation

Become a guide and 'trusted advisor' by helping them to think (not just telling them stuff)

Modern selling is all about this as a way of working so be sure that your approach is fit for purpose in the current environment

Are you selling 'to' people or working 'with' them?

What can you do to ensure an approach to calm both the team and your customers?



Why 'Orange Hat'

The Six Thinking Hats is a method used to amplify creativity by making sure that a broad variety of viewpoints and thinking styles are represented.
It was developed by Dr. Edward de Bono

The six hats are:

βšͺ White: the objective hat, which focuses on facts and logic

πŸ”΄ Red: the intuitive hat, focusing on emotion and instinct

⚫ Black: the cautious hat, used to predict negative outcomes

πŸ’› Yellow: the optimistic hat, used to look for positive outcomes

🍏Green: the creative hat, where ideas are abundant and criticism spare

πŸ”΅ Blue: the hat of control, used for managing the process

I've taken the liberty of addling a new one

πŸ”Ά Orange: the hat of applied sales thinking, used to address real life challenges and drive results today. 


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