The "Triple Double"

Oklahome City Thunder's Russell Westbrook

A "triple-double"  happens when a basketball player reaches double digits in three of five skills--usually points, rebounds, block, steals and assists--all in the same game.  The most common way to achieve a triple-double is through points, rebounds and assists.  The most triple-doubles in one NBA season is 42--by Russell Westbrook.
Why do I bring this athletic feat into a conversation about selling?
Because, in order to accomplish a triple-double, a player needs three essential skills: knowledge of the game, knowledge of his competitor, and passion.  And these exact skills are the same required for a good sales person.
In a recent interview with Westbrook, when asked how he manages to achieve so many triple-doubles, he stated that, during the game, his only friend is the basketball.    It's all about the ball.
In fact, during the 2017 playoffs, for the first time in NBA playoff history, he got a triple-double in the first half of the game!
Remember, a triple-double is not just scoring points; this involves assists and rebounds--it involves teamwork; it involves being in the game at every mimute; it involves knowing and understanding the game.
And what is the triple-double for us sales folks?  Product knowledge, customer knowledge, and passion.  With all three of these components, we succeed.  They are essential components to success:
Know your product and your competitors' product inside and out;
Know your customer and his needs and how you can resolve his issues;
Passion: believe in yourself and your product and company.

Can A Robot Do My Sales Job???

 

 Everywhere we look today, robots are taking our jobs.  Back in 2012, travel agents began to be made obsolete because airlines installed new ticketing systems that allowed travelers to buy tickets online and make their own travel arrangements.  In the 1980's there were almost 50,000 travel agents in the U.S.  Now that number is less than 15,000.
Cars are being assembled by robots and driven by computers. 
Where is this all going?
First of all, by "robot", I don't necessarily mean a robot like the one pictured above.  I am referring to general automation of any job, from online ordering to self driving cars to actual walking, talking robots.  I am referring to having your job automated in some way--making you obsolete.
So, what exactly is "selling" and how can it be automated and should we sales folks feel threatened?
This is a huge subject with lots of examples of what not to do.  Once upon a time there was a huge, big box, computer-selling store called Circuit City.  People went to the store, determined what they wanted, and then went home and ordered it online.  And Circuit City went out of business.
The underlying cause of the problem is Failure To Adapt to current conditions.
Another example is McDonald's.  During the past few years, burger restaurants like Five Guys, and Burger Fi have risen to tremendous popularity.  McDonald's had the kitchens, the personnel, the hamburger supply chain, but they failed to adapt and now they are losing their market share to these boutique burger joints.
Using the Einstein post from last week, we need to spend 55 minutes thinking about what our personal strengths (and weaknesses) are and make sure we are playing to those strengths (and eliminate the weaknesses).
Circuit City would be around today (like Best Buy, for example) if they had recognized the trend to online purchasing and made their stores into showrooms and allowed purchase online.  McDonald's could have chosen to make some of their stores into boutique, made-to-order burger restaurants.
As sales people, we have to adapt to future trends.  We need to understand automation and how it will impact our jobs and we need to use it to enhance our abilities; we need to be specialists in our products--no matter what that product is, and be the absolute best at what we do. 
What is it that automation cannot duplicate? Real product knowledge, the ability to apply that knowledge to the customer's problem, and PASSION for your product.
If you are not committed to your product, to your industry, to your customer--if you are not passionate, the computer will win.
And do not ignore the benefits of online purchasing.  Embrace it.  Understand it.  And make sure your customer knows that what you give him can't be automated:
knowledge of your product,
knowledge of your customer's problem and how to solve it,
service after the sale,
and PASSION.

Asking the Right Questions

Albert Einstein

Albert Einstein, the Nobel prize winning physicist, famously said  'If I had an hour to solve a problem I'd spend 55 minutes thinking about the problem and 5 minutes thinking about solutions because once I know the proper question, I can solve the problem.'
Put another way for sales folks, I'd rephrase Einstein: "if I had an hour to prepare for a sales call, I'd spend 55 minutes thinking about the questions I'd ask and 5 minutes thinking about what the answers should be."
In order to develop a line of questioning for a particular customer, a good sales person needs to really understand the customer, his company, and how your product fits into the mix.
So, how do I approach a customer, even an old customer?
1.  I Google the company to see if there have been any changes in ownership.  We're in an environment where the buying and selling of companies has become common.  One of my old time customers was recently bought by a corporation who also owns one of my competitors.  I need to know that going in.  It helps me frame my questions.
2.  I go to www.linkedin.com and I search for the person that I'm meeting with.  You will see insights into the person that you can't even imagine.  And, if the customer's information on LinkedIn is up to date, that means he's approachable.  If you don't have a LinkedIn account, get one.  It's essential to successful sales.
3.  I go to Facebook.com or Twitter and search for the customer.  I do NOT friend him, I just try to get an insight--similar to looking around a customer's office to understand his interests and hobbies.  Make sure you have the right person when you do this, or you could be led down the wrong path.  LinkedIn gives you an business insight, Facebook gives you a personal one.
4.  Now I'm ready to start framing the questions I'm going to ask to show how my product fits into the customer's and his company's needs.
NEXT, "Framing the Questions"