January 2014

Scent of Urgency

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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 Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for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.

Predatory animals and the best leaders of sales teams have something in common—their sense of “smell” is finely tuned. While predators can smell fear, sales leaders can “smell” urgency, or lack of it. A scent of urgency makes the difference between a done deal and a deal that comes undone.

A recent project where I advised the VP of Sales on how to improve results included my three questions for assessing the strength of the desire of the buyer:

  1. Are you working with the Empowered Buyer?

    Trying to sell to anyone other than the Empowered Buyer, the individual who has full authority to say and sign for a “yes,” is like a tiger trying to get at its prey through the bars of a cage. He can see what he wants, even willing it to come to him as he snarls and licks his chops, but acquiring it remains out of reach.

  2. Is there trust?

    Even when there is a need to buy, a lack of trust will bring out resistance in even the most motivated Empowered Buyer.

  3. Is there compulsion to buy?

    Even if you answered “yes” to the first two question, without an irresistible urge to buy and buy from you, you’re likely to have an Empowered Buyer who is going through the motions instead of getting out his or her checkbook.

The aforementioned sales team is having their best start ever in the history of the company, simply because they are using their senses, especially to work real deals and quickly let go of the rest. Being able to sense urgency is a required skill to navigate the jungle that is today’s business climate.

This Week’s Radical Accountability Activating Action: Implement the three Scent of Urgency questions as part of the required sales process for each prospect.


Are You Inspiring People to Buy? Are buyers clamoring to buy from you, seeming almost inspired to buy? Or are many of your sales efforts met with resistance, roadblocks, and even, at times, derision? The Inspired Sale will show you how to engage Sales Flow to create opportunities where buyers feel a compelling need to buy and buy from you. When you sign up by January 31st, this special class is half price. Learn more

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 WintripScent of Urgency
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HR’s Diabolical Plot

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A host of human resource leaders are embroiled in a conspiracy—protecting their companies from the likes of you. Their evil sidekick, procurement, has their back. They make you jump through hoops called the RPF process, leaving you thinking this is your shot, when really it’s a process of exclusion rather than inclusion. They even deploy technological advancements, including VMS, as a shield to protect their companies from too much contact from the perceived toxic interactions with account reps and recruiters. Combined as a force, this dynamic duo is kicking butts, taking no names, and winning the battle while also losing the war for talent.

Whose to blame for this situation? Those who sell staffing and recruiting services.

If combative HR and procurement professionals really understood the value of staffing, at least some of them would join the Justice League. They would welcome the opportunity to fight the good fight alongside you, their partner, in the talent wars. Even more importantly, if everyone in the staffing and recruiting business did a better job of creating and directly communicating tremendous, irresistible value to hiring managers, these decision makers would demand an alliance between parties that should never act like foes.

Three-quarters of companies don’t buy from staffing and recruiting firms each year. This crime can only be adjudicated in one way—by the staffing industry doing a better job of selling the value of staffing. This won’t be accomplished through old school tactics like client control, skill marketing, feature-benefit selling, or Always Be Closing. These are a significant contributing factor to the status quo. Instead, the new ABC’s of selling—Always Be Collaborating—has the power to create lasting relationships based upon trust that the needs of all parties will be met.

Are You Inspiring People to Buy?

Are buyers clamoring to buy from you, seeming almost inspired to buy? Or are many of your sales efforts met with resistance, roadblocks, and even, at times, derision? The Inspired Sale will show you how to engage Sales Flow to create opportunities where buyers feel a compelling need to buy and buy from you. When you sign up by January 31st, this special class is half price. Learn more

Scott WintripHR’s Diabolical Plot
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Leadership Blindness

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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 color blindness, some people on your team may have developed Leadership Blindness. Here are a few of the symptoms:

  • You have to repeat instructions or requests two or more times.
  • Directives, especially those in print, appear to go unnoticed.
  • The same mistakes happen again, and then yet again.
  • Important details are being overlooked, especially when dealing with customers.

Leadership Blindness occurs when employees become distracted, overwhelmed, or ambivalent and are no longer paying consistent, careful attention to input from the leadership team. Although Leadership Blindness, like color blindness, can’t be completely cured, it can be diminished or substantially mitigated by dealing with one of the key causes — Artwork Affliction.

Like the artwork on walls, after a while everything blends in, even things that are especially meaningful to us. Artwork Affliction happens every day in corporations across the globe, and it’s not only the art that’s being overlooked. Those signs espousing your customer service best practices haven’t been noticed in months. The sales process, reviewed for the umpteenth time in the weekly meeting, was forgotten as people walked out of the conference room. Even the main page of your intranet barely gets a notice even though the content may change from time to time.

The cure for Artwork Affliction is relatively simple: change the look, location, or liability. You can alter the design, color, formatting, and wording (including for what is said) — the look. Moving the location, just like moving furniture, often recaptures attention. To shift the liability, delegate responsibility to team members for regularly modifying the look or location of key totems of workplace significance.

You’ve worked hard to build a company with processes and systems that drive your business. By avoiding Artwork Affliction and the Leadership Blindness that results from it, you’ll have your best practices doing what they are supposed to do.

This Week’s Radical Accountability Activating Action: Note at least several key areas where there appears to be Leadership Blindness. Elect one or two important processes or reminders that are contributing to that and change the look, location or liability.


Want better accountability for better best practices when selling? Buy Sales Yoga today.

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 WintripLeadership Blindness
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The Inspired Sale

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Some interactions with customers almost seem to be divinely inspired, while others feel like you’re trudging though mud and muck, getting nowhere fast. What’s the cause of these very different scenarios?

The Inspired Sale, one in which the buyer feels a compelling need to buy and buy from you, always has two components: trust and compulsion. Without both of these, selling becomes a difficult, if not impossible task.

Without trust and compulsion, you experience Shields Up, the sales equivalent of the shields in spaceships in science fiction. Buyers deploy ten different shields to protect themselves from a sales pitch, especially when they don’t trust you nor feel a compelling need to buy from you, even when they have a need you can fulfill. Trust must be built first before compulsion can move the conversation towards a mutually beneficial relationship where the needs of all parties are met.

If a buyer can benefit from what you do and trusts you, yet, doesn’t feel an irresistible urge to buy, you have someone who is just going through the motions. He feels good, you feel good, yet these good feelings are doing nothing to benefit either of you long term. In order for a trusting buyer to gain the compulsion to buy, the salesperson must engage a collaborative dialogue where the buyer sells himself on buying and buying now.

You get a resistant buyer when she has a need to buy but doesn’t trust you enough to buy from you and your company. Time, energy, and effort to build trust are the next course of action.

Trust and healthy compulsions to buy are each, in and of themselves, valuable commodities. In combination, they create an alchemy that produces golden results for everyone. The task of every salesperson who wants to sell more is to ensure that both elements are part of every relationship.

Learn more about the ten shields buyers deploy and how to get them to engage Shields Down. Buy your copy of Sales Yoga today.

Scott WintripThe Inspired Sale
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