August 2013

Is the Stink What You Think? — Scott’s Sales Yoga Thought for the Day

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I’ve heard it said you are what you eat, which, if true, makes me a vegetable since I eat so many! While I get the concept of our bodies being impacted by what we put in them, what deserves just as much attention is something equally important — what we put in our heads.

Persistent thoughts become pervasive beliefs and some of these reek of inaccurate assumptions and dangerous misinformation. For example, recruiters often think there is a waiting period before you can ask a new candidate for referrals, and salespeople frequently tell themselves that prospects aren’t willing to engage in detailed conversations. When did it become our job to set boundaries for other people?

Scientists have proven that humans are programmed to help one another, so, soliciting referrals from everyone, including new candidates, in the very first conversation allows them to be who they were built to be. People love to hear the sound of their own voice, thus, lengthy and thorough conversations that allow prospective buyers to be thoroughly heard is the norm, not the exception.

An unrelenting belief that people will freely provide you with the time and information you need to be masterful in your job makes much more sense than self-defeating beliefs that are cancerous lesions to your psyche. Sales Yogi’s, people who practice a more collaborative style of selling, know that whatever you believe is exactly what you shall receive.

Scott WintripIs the Stink What You Think? — Scott’s Sales Yoga Thought for the Day
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Unshakeable Resolve

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Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

Like ’em or hate ’em, people like Donald Trump, Warren Buffett, and Sheryl Sandberg all have one thing in common — unshakeable resolve. Trump, for one, is being sued right now by the Attorney General of New York, yet, he remains confident and persistent in his belief in the value of his Trump University.

Regardless of your feelings for these individuals, and other people who are equally successful, we can learn from their tenacious examples. When you sell you must see every “no” as getting you that much closer to the next “yes.” In service and operations you can choose to view every challenge as an opportunity to exceed someone’s expectations. And as a leader your job is to create a strategy, adjust that strategy as needed, and unwaveringly hold true to the course you have charted.

Living your life with unshakeable resolve doesn’t require being a controversial or famous figure. It simply depends on persistence even when the odds seem against you.

This Week’s Radical Accountability Activating Action: Practice having unshakeable resolve. Yes, I meant to say practice. Having it is not as simple as flipping a switch; it’s like a muscle that gets stronger the more you use it.


Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
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Scott WintripUnshakeable Resolve
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What Not to Do When Selling

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Sitting next to a pair of salesmen at the Birmingham, Alabama airport last Thursday, all they talked about was what they were going to talk about. Yes, I was eavesdropping, yet, I couldn’t help myself given their subject matter.

For 45 minutes, these men, most likely in their mid-30’s, focused on all of the points they were going to make when meeting with a prospect later in the day. Not once did they reference any questions they would ask, fixated as they were on their beloved talking points. At one point one them actually said, “If he says that, here’s how we’ll talk him into changing his mind.” They clearly had a gift for gab, and were gleefully planning to use it.

What made the situation most interesting is when I learned that these two were with a well known global company often touted for having one of the best sales training programs. I suspect people on the receiving end of the kind of selling they were practicing would disagree with that kind of acclaim.

This is selling at its worst and it is all too common. What these two compatriots forgot was the most important factor – the customer. If they had taken just a moment to think and discuss how the customer would want to be treated, maybe it would have dawned on them the error of their ways. Then again, maybe not.

Great selling begins and ends with creating a buying experience that prospects want to have. If each and everyone of us simply took the time to plan and create that, salespeople, in general, would not have the poor reputation earned by people like the two I witnessed. Delivering buying experiences instead of engaging in traditional selling is one of the foundations of Creating a Yet, a core method in Sales Yoga.

Just because someone has the gift for gab does not mean that should it be used on buyers. I’m sure the customers of those two men would strongly agree.

Scott WintripWhat Not to Do When Selling
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Antoinette Tuff – Today’s Radical Accountability Hero

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Doing the next right thing can save lives, even if you’re not an “official” rescuer, such as a firefighter or police officer. Antoinette Tuff, bookkeeper at Ronald E. McNair Discovery Learning Academy, successfully talked a gunman in to turning himself in this past Tuesday. He had entered the school with an assault rifle and 500 rounds of ammunition.

As Tuff shows us, Radical Accountability is something that can be practiced by everyone. And when it is, amazing things happen. She faced down death, which demonstrates that people everywhere, including leaders of companies and governments, have the capacity to face the tough stuff as well. That is, if they make that choice.

Thank you Ms. Tuff’s and congratulations on being the latest Radical Accountability Hero!

This segment features companies, organizations, industries, and even individuals who exemplify the power of Radical Accountability (the Heroes who have committed to an unwavering responsibility for getting done what really matters most) and the need for it (the Zeroes).

Scott WintripAntoinette Tuff – Today’s Radical Accountability Hero
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Sales Shields – Scott’s Sales Yoga Thought for the Day

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Every episode of the popular Star Trek television series introduces some kind of threat to the Starship Enterprise. When that threat occurs, Captain Kirk immediately orders “Shields Up” to protect the vessel and minimize any potential damage. The shield even has all kinds of gee-whiz modifications depending on the kind of attack they’re under.

Because of the negative reputation of salespeople, many buyers have developed their own version of “Shields Up” to ward off unwanted sales “attacks.” These responses are meant to keep us at a distance and throw us off the sales trail.

While there are ten different sales shields, deferment is one of the most common:

  • “I’ll have to run this by my boss.”
  • “I can’t make a decision until I discuss it with my spouse.”
  • “Procurement is in charge of this. Give me your number and I’ll have her call you back when she’s available.”
  • “Send me some information, and I’ll give it some thought.”

Do any of the above sound familiar? While it’s often true that people need to involve someone else in a buying decision, deferment provides an immediate out and gives people a legitimate excuse or justifiable reason for saying, “Not interested.” It is also a frequent indicator that the individual is not the true economic buyer.

Are you tired of trying to navigate around Sales Shields?  So is your team. At your next staff meeting, ask everyone to identify the Sales Shields they encounter most often. Ask everyone to put themselves in the shoes of their prospective customers so they understand how they feel. Acknowledge that your customers are busy and don’t like to be interrupted in the middle of a workday or a rare evening at home.

What would you like to hear that is so gracious, you would be inspired to “take the call” or spend a few minutes finding out more about the salesperson’s offer?  What would be a non-invasive outreach you could use that would motivate someone to give you a few moments of his or her valuable time and mind?

Scott WintripSales Shields – Scott’s Sales Yoga Thought for the Day
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Make the Decision then Make it the Right Decision

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Wintrip Consulting Group : Take No PrisonersTake No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

When making decisions, people strive to get them right. Never have I met a competent leader or employee who purposely attempted to make the wrong choice. We each do our best when we have to make up our minds.

Thinking and deciding are straight forward unless we complicate them with over-analysis or under-utilization of our cognitive abilities. Radical Accountability for decisions provides us with a four-step approach for eliminating these human tendencies:

Stop…any task or activity that has nothing to do with the decision at hand. Distracted decision making is just as dangerous as distracted driving.

Breathe…and feed the brain with oxygen. Just a few breaths enriches the intellect, slows down any nervous energy, reduces emotional reactions, and increases presence and use of all of your faculties.

Think…about the desired outcome. When dealing with an area outside your expertise, think about whose input on that outcome would help, and ask for their experience and wisdom. Using others’ insights and your own intellect, make a choice that is the most efficient and effective way to create the desired outcome.

Act…immediately once a decision has been made.

Even if you later learn that a different decision is a better one, you can never fault yourself when you make decisions with Radical Accountability. You always have the option and ability to take any decision and adjust it to make it right.

This Week’s Radical Accountability Activating Action: Adopt and use Stop, Breathe, Think, and Act as your method for all decisions from now on.


Learn more about The Avoidant Economy and watch Scott’s free video, Stop Lifting Your Kimono.

Follow me on Twitter! You can find me here: https://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.

You may subscribe and encourage others to subscribe by clicking here.

Check out my podcast series called Simply Scott on iTunes.

If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182

Visit my web site: https://www.WintripConsultingGroup.com

Scott WintripMake the Decision then Make it the Right Decision
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