Q: The supermarket chain my company supplies are absolute bastards. I am the sales director of a medium-sized supplier and the senior buyer I deal with is blowing the brains out of my business. I found myself nearly in tears in my car after my last meeting. How can I get her to listen to me?
A: Being a successful salesperson is much more about great listening skills than silver-tongued oratory. You have two ears and one mouth - use them in that proportion at your next meeting. You can't make her listen to you, but you can change the way you listen. When the buyer speaks, take notes, repeat key points to check understanding. It's amazing how often a buyer says "I wish your delivery schedule was more reliable" and the salesperson hears "the buyer is reducing my facings".
What is really going to get in the way is your anger, which is blocking your ability to work with the buyer. Start afresh. Don't take your history into the next meeting. It may be a good idea to check out your competitors. Are they undercutting you? If so, what is your business doing differently? Remember though, it's a universal truth that people buy people first - so don't throw the relationship away, you've already got a foot in the door. There is always a queue behind you. Keep it behind you.
Q: My boss keeps interrupting my work and wanting to know if I've done a, b or c yet. I did forget to get back to a customer a few months ago, which lost us some business, and it seems that he is constantly checking up on me. He's driving me nuts. What can I do?
A: You've lost his trust, so he's micro-managing. In fact, he might even be doing your job for you. This is a dangerous place. Maybe the problem is that you share an open plan office and whenever something pops into his head you are within shouting distance. Ask him for a regular one-to-one to discuss agreed priorities and then get on with them. Give him regular updates. Even when there is little to report, tell him what is going on.
Once he realises you have learned from your mistake trust and rapport will return. But it's up to you to establish the relationship again. You blew it once. Admit it, and move on. A bit of overkill won't do any harm. Give him lots of detail and make sure you are delivering. If he has to keep checking on you, then this is sapping his energy levels as well as yours. Once he realises there is a regular forum to exchange views, priorities and updates, he may well give you some space. But you need to earn it.n
If you've got a question for Sue, email her at sue@mountstevensexecutivecoaching.com.
A: Being a successful salesperson is much more about great listening skills than silver-tongued oratory. You have two ears and one mouth - use them in that proportion at your next meeting. You can't make her listen to you, but you can change the way you listen. When the buyer speaks, take notes, repeat key points to check understanding. It's amazing how often a buyer says "I wish your delivery schedule was more reliable" and the salesperson hears "the buyer is reducing my facings".
What is really going to get in the way is your anger, which is blocking your ability to work with the buyer. Start afresh. Don't take your history into the next meeting. It may be a good idea to check out your competitors. Are they undercutting you? If so, what is your business doing differently? Remember though, it's a universal truth that people buy people first - so don't throw the relationship away, you've already got a foot in the door. There is always a queue behind you. Keep it behind you.
Q: My boss keeps interrupting my work and wanting to know if I've done a, b or c yet. I did forget to get back to a customer a few months ago, which lost us some business, and it seems that he is constantly checking up on me. He's driving me nuts. What can I do?
A: You've lost his trust, so he's micro-managing. In fact, he might even be doing your job for you. This is a dangerous place. Maybe the problem is that you share an open plan office and whenever something pops into his head you are within shouting distance. Ask him for a regular one-to-one to discuss agreed priorities and then get on with them. Give him regular updates. Even when there is little to report, tell him what is going on.
Once he realises you have learned from your mistake trust and rapport will return. But it's up to you to establish the relationship again. You blew it once. Admit it, and move on. A bit of overkill won't do any harm. Give him lots of detail and make sure you are delivering. If he has to keep checking on you, then this is sapping his energy levels as well as yours. Once he realises there is a regular forum to exchange views, priorities and updates, he may well give you some space. But you need to earn it.n
If you've got a question for Sue, email her at sue@mountstevensexecutivecoaching.com.
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