Why Salespeople Don’t Listen – #sales #salestraining

I can’t tell you how many times I have said that an article, book, seminar, webinar, or conversation… needs drama. I typically get a laugh which isn’t what I am really going for. When I announce something is about ready to get dramatic, it’s a warning. Be warned that this article has what on the surface is drama but when you get to the end, I hope you will agree that the idea is only dramatic in its counter corporate approach.

Salespeople

I am always shocked when a rep doesn’t take my advice. I have thought a lot about this. Even looking at traditional sales training and the rate of success or really the lack of success of a rep adopting the information. It seems that the only person, in sales training, that thinks the information was absorbed was the trainer. What I have concluded is the person is the key (stay with me).

Of Course

As a coach or teacher, it’s very easy for me to disconnect myself from the success of the rep by just saying that it’s up to them to take what I am teaching and incorporate it. That’s too much of an excuse to be lazy in teaching. However, it is really up to the rep to incorporate what I am teaching, but what I have found that makes the information stick and is pure magic is…. Time

Time?

In a little bit of an accidental experiment (because I would never willingly experiment on real humans and their success) I coached a rep, which at the time the company said that this person would never be more than a cold caller, from his first deal to revenue productive to revenue consistent. Now he is running a sales division with several reps reporting to him. It isn’t the reporting part that is so important it’s what I taught him – he is able to turn the information around and teach others and they are having success. Then there is another rep that engaged me to help. We had an initial conversation and he was pretty excited about the possibilities. In an attempt to speed up his success I gave him all of the critical information that I learned in a short window… to which he did nothing with it. The first person I spent years in the deal trenches and the second person-hours, but I gave them the same information.

So?

It’s not that the second person wasn’t listening… although from a traditional sales training approach that would be the conclusion. It was the first person had time to make it his own even though I was giving him the same advice. The first person was able to own the information to the point where the company gives him credit. The second person was never able to own the information and make it theirs so they did what was natural which is revert to unsuccessful habits. The downside is the old habits of the second person are unfortunately not working. People in order, to sell innovation, have to sell differently. Solution selling, which was popularized thirty years ago doesn’t work with innovation…

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people who started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information

The #Entrepreneur’s Greatest Asset – Risk Verses Uncertainty – #entrepreneurship #entrepreneur

I think there has been somewhat of a misunderstanding with entrepreneurs and the outside world. Starting and growing a business is what most would label as too risky.

Risk

My issue is, the more that I get to know and meet successful entrepreneurs the less I know them as “risk-takers”. Far from it, especially if that entrepreneur is raising money. Not just raising money but is good at raising money and has a product or service that is worthy of money. Having had firsthand experience in raising $600M over 2 years from more than a dozen investors the one thing that was out of the equation was the risk. Investors and professional entrepreneurs alike are expert risk mitigators. Mitigators isn’t really a word – I need to make something up because I needed to describe the killing of risk as an action because that’s what a good entrepreneur does. Any opportunity to kill risk they will do it. The more successful an entrepreneur the more they will hunt risk and take it down. Killing risk is one of those things that grows with an entrepreneur.

If you buy into this, you can understand why being labeled as a “risk taker” for an entrepreneur is false. Why does the outside or work-a-day world consider starting a company a risky venture? The landscape of the entreprenerial scene is littered with botched attempts of businesses or people know a family member that has lost their savings in a ill faded franchise. These things happen all the time, but I do contend if those folks really knew what it meant to be an entrepreneur, most of them would have never started those businesses, which is an example of risk mediation or for those that did start those businesses they would have been successful.

Consider this too… I think it is much riskier to work for a large corporation and make a big salary. I have known plenty of people when the large corporation’s profits fell they were the first one to be without a job, and the prospects of them landing a job, position and salary like they had were zero.

Uncertainty?

I don’t blame anyone for taking a paycheck and providing from their families. I don’t fault or look down on anyone that wants routine in their work life. More than once, more like hundreds of times, I have envied those folks, but knew that I couldn’t do what they do… The thing that people see in entrepreneurs that looks and feel like risk… isn’t risk at all… entrepreneurs are good at managing uncertainty. The notion that there is no routine or set plan that they don’t make. Money doesn’t come from a budget, plans are not set in stone and if you are looking for a procedure you better keep looking. The entrepreneur’s daily (including the weekends) lives are riddled with one uncertainty after another. From product or service changes, additions, hiring decision, cash flow, expansion, growth, time off, marketing, sales, customer issues… everything. If you are lucky as an entrepreneur you will have grown your business in a way that will give you data to make decisions but most of the time, even with data it comes down to a gut feel. That can be too much for some people because they aren’t confident enough to decide.

Don’t Risk

Taking an unneeded risk isn’t smart. At any point in your life if you have an opportunity to eliminate the risk… do it! If you can’t and you need to decide, get wise council and eventually go with your gut, but don’t call it a failure if it doesn’t work.  Recognize that you discovered a way that didn’t work and believe me you won’t forget it, and my hope for you, is you don’t make that mistake again which I am happy to say is experience, the entrepreneur’s greatest assets.

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and Queen’s University as well as  travels the country speaking on on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people that started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information.

Where Does Risk Come Into #Entrepreneurship – #Success #Fintech

 

When I was in college I thought I was sooooooo smart. I had a very little picture of a bottle Wisk detergent in my dorm room and I would tell who asked that, “every once in a while you have to take a little Wisk” and I would hand it to them. I know you are laughing on the inside.

Shocking

In conducting my UNCC class on Entrepreneurship I introduced the idea of risk in starting a business. Now, keep in mind my students are some variety of computer sciences major, and my class (for the most part) is and has been the only “business type” class they have ever taken. Their views of entrepreneurship is the typical view that we are a bunch of “work hard – play hard – fly by the seat of your pants – 5 hour energy drinking – sport car driving – can’t get a word in edge wise” risk takers. I think we all know the stereotype, however, it cannot be future from the truth. When I told my class that information was met with a great amount of skepticism.

Skepticism

The idea that I introduced to my class was entrepreneurs are not risk takers. Well, good entrepreneurs are not risk takers. Taking risk is a skill, and like any skill can be matured, practiced and perfected. An example, and as I continue on my journey to close the gap between salespeople and entrepreneurs (to me they are the same) an entrepreneur that is focused on generating income for the company knows that it is less a focus on income and more a focus on activity that will bring in that income. Activity like making calls, meeting people, webinars, conferences, blogging, advertisement, articles, social media, website traffic… With higher levels of activity and the more consistent that activity is the less risky the plight of generating income.

Luck?

I can’t tell you how many people don’t understand this and are subject to things like timing and the winds of change. Entrepreneurs that have a focus on mitigating risk by skill building are consistently labeled as lucky. Well, they are and I count myself as one of these because of what a mentor of mine told me about the topic of luck. He said luck is when opportunity meets preparedness. With a definition like that the more you prepare and the more you put yourself out there using activity the luckier you will be.

Want to know more? Buy My Books!

To buy the book – The Argument to Automate – How Innovation Can INSPIRE Not Fire – click here to buy

(Also) To get your copy of The 8 Pitfalls of Accounts Payable Automation – click here to buy

How about a children’s book? The Princess and the Paper – click here to buy

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people that startedAvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact usfor more information.

2 Things That Kills Entrepreneurship #entrepreneur #entrepreneurship

 

Now that I have experience and teaching entrepreneurship at UNCC has given me a unique view of success and failure. I had a mentor tell me years ago that you can learn more from failure than you can from success. I really didn’t know what he was talking about at the time but I sure do now.

Failure

For some reason (probably the pain) failure tends to stick with me more. I don’t like thinking about my failures but as I fail and succeed the more negative is a better teacher.  In the pursuit of better teaching, I have added a module to my class on why entrepreneurs fail. I don’t really like to teach on it but the students seem to really take to the information, and I have found two things that seem to be consistent to lack of business startup success.

Thing 1

Entrepreneurs are a very funny breed. You need to have a strong stomach, thick skin and a lazer focus. All of that equates to what the rest of the world calls stubbornness. If you are an entrepreneur or you know one you know that you can barely talk them out of anything. When we first started AvidXchange in 2000 it was five heard strong – wanting to do it my way – men. You can imagine the arguments we had. It’s difficult to change an entrepreneur’s mind when they get stuck on some idea and they are convinced that their idea is going to be the next big thing. (However) That is the first failure, which is the inability to change. When an entrepreneur is so wedded to their idea that they won’t change or aren’t creative enough to change it’s only a matter of time before the business begins to suffer. I am sure there are exceptions to this, but in the innovative tech world (that I live in) change is key to success. It is, however, interesting that you can change too much, so there has to be a balancing act between changing and staying focused. It is important to mention that cycles have a tendency to operate in 18 month groups. I can’t remember where I got this from, but it’s been years since I was introduced to this idea and I have used it successfully to keep the balance between change and changing too much.

Thing 2

The next thing that will kill entrepreneurs is selling. All successful entrepreneurs are great salespeople. The problem is that so many people have such a negative view of selling that they either won’t give it a chance (because it’s a learned skill) or are unable to recognize good selling. When good selling in done well by a pro the person being sold to will have no idea and they will think the person is being honest or displaying a lot of integrity. With this failure there is the obvious… if the entrepreneur can’t or (this is what happens most of the time) won’t sell then the company won’t make any money which is a quick road to failure. Consider this too, that as an entrepreneur selling to customers is important but selling to advisors, bankers, investors, board members, employees and family (especially family) is just as important.

Think of This

Not being able or unwilling to sell and not changing put a person in a position to where all of their eggs are on the sides of the road (not even in a basket) and both selling and being able to evaluate opportunity are skills that can learned and taught and improved.

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and Queen’s University as well as  travels around the country speaking on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people who started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information

Why Salespeople Don’t Listen – #sales #salestraining

I can’t tell you how many times I have said that an article, book, seminar, webinar, or conversation… needs drama. I typically get a laugh which isn’t what I am really going for. When I announce something is about ready to get dramatic, it’s a warning. Be warned that this article has what on the surface is drama but when you get to the end, I hope you will agree that the idea is only dramatic in its counter corporate approach.

Salespeople

I am always shocked when a rep doesn’t take my advice. I have thought a lot about this. Even looking at traditional sales training and the rate of success or really the lack of success of a rep adopting the information. It seems that the only person, in sales training, that thinks the information was absorbed was the trainer. What I have concluded is the person is the key (stay with me).

Of Course

As a coach or teacher, it’s very easy for me to disconnect myself from the success of the rep by just saying that it’s up to them to take what I am teaching and incorporate it. That’s too much of an excuse to be lazy in teaching. However, it is really up to the rep to incorporate what I am teaching, but what I have found that makes the information stick and is pure magic is…. Time

Time?

In a little bit of an accidental experiment (because I would never willingly experiment on real humans and their success) I coached a rep, which at the time the company said that this person would never be more than a cold caller, from his first deal to revenue productive to revenue consistent. Now he is running a sales division with several reps reporting to him. It isn’t the reporting part that is so important it’s what I taught him – he is able to turn the information around and teach others and they are having success. Then there is another rep that engaged me to help. We had an initial conversation and he was pretty excited about the possibilities. In an attempt to speed up his success I gave him all of the critical information that I learned in a short window… to which he did nothing with it. The first person I spent years in the deal trenches and the second person-hours, but I gave them the same information.

So?

It’s not that the second person wasn’t listening… although from a traditional sales training approach that would be the conclusion. It was the first person had time to make it his own even though I was giving him the same advice. The first person was able to own the information to the point where the company gives him credit. The second person was never able to own the information and make it theirs so they did what was natural which is revert to unsuccessful habits. The downside is the old habits of the second person are unfortunately not working. People in order, to sell innovation, have to sell differently. Solution selling, which was popularized thirty years ago doesn’t work with innovation…

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people who started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information

The #Entrepreneur’s Greatest Asset – Risk Verses Uncertainty – #entrepreneurship #entrepreneur

I think there has been somewhat of a misunderstanding with entrepreneurs and the outside world. Starting and growing a business is what most would label as too risky.

Risk

My issue is, the more that I get to know and meet successful entrepreneurs the less I know them as “risk-takers”. Far from it, especially if that entrepreneur is raising money. Not just raising money but is good at raising money and has a product or service that is worthy of money. Having had firsthand experience in raising $600M over 2 years from more than a dozen investors the one thing that was out of the equation was the risk. Investors and professional entrepreneurs alike are expert risk mitigators. Mitigators isn’t really a word – I need to make something up because I needed to describe the killing of risk as an action because that’s what a good entrepreneur does. Any opportunity to kill risk they will do it. The more successful an entrepreneur the more they will hunt risk and take it down. Killing risk is one of those things that grows with an entrepreneur.

If you buy into this, you can understand why being labeled as a “risk taker” for an entrepreneur is false. Why does the outside or work-a-day world consider starting a company a risky venture? The landscape of the entreprenerial scene is littered with botched attempts of businesses or people know a family member that has lost their savings in a ill faded franchise. These things happen all the time, but I do contend if those folks really knew what it meant to be an entrepreneur, most of them would have never started those businesses, which is an example of risk mediation or for those that did start those businesses they would have been successful.

Consider this too… I think it is much riskier to work for a large corporation and make a big salary. I have known plenty of people when the large corporation’s profits fell they were the first one to be without a job, and the prospects of them landing a job, position and salary like they had were zero.

Uncertainty?

I don’t blame anyone for taking a paycheck and providing from their families. I don’t fault or look down on anyone that wants routine in their work life. More than once, more like hundreds of times, I have envied those folks, but knew that I couldn’t do what they do… The thing that people see in entrepreneurs that looks and feel like risk… isn’t risk at all… entrepreneurs are good at managing uncertainty. The notion that there is no routine or set plan that they don’t make. Money doesn’t come from a budget, plans are not set in stone and if you are looking for a procedure you better keep looking. The entrepreneur’s daily (including the weekends) lives are riddled with one uncertainty after another. From product or service changes, additions, hiring decision, cash flow, expansion, growth, time off, marketing, sales, customer issues… everything. If you are lucky as an entrepreneur you will have grown your business in a way that will give you data to make decisions but most of the time, even with data it comes down to a gut feel. That can be too much for some people because they aren’t confident enough to decide.

Don’t Risk

Taking an unneeded risk isn’t smart. At any point in your life if you have an opportunity to eliminate the risk… do it! If you can’t and you need to decide, get wise council and eventually go with your gut, but don’t call it a failure if it doesn’t work.  Recognize that you discovered a way that didn’t work and believe me you won’t forget it, and my hope for you, is you don’t make that mistake again which I am happy to say is experience, the entrepreneur’s greatest assets.

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and Queen’s University as well as  travels the country speaking on on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people that started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information.

Where Does Risk Come Into #Entrepreneurship – #Success #Fintech

 

When I was in college I thought I was sooooooo smart. I had a very little picture of a bottle Wisk detergent in my dorm room and I would tell anyone who asked  “every once in a while you have to take a little Wisk” and I would hand it to them. I know you are laughing on the inside.

Shocking

In conducting my UNCC class on Entrepreneurship I introduced the idea of risk in starting a business. Now, keep in mind my students are some variety of computer sciences major, and my class (for the most part) is and has been the only “business type” class they have ever taken. Their views of entrepreneurship is a typical view that we (entrepreneurs)  are a bunch of “work hard – play hard – fly by the seat of your pants – 5 hour energy drinking – sport car driving – can’t get a word in edge wise” risk takers. I think we all know the stereotype, however, it cannot be future from the truth. When I told my class that information was met with a great amount of skepticism.

Skepticism

The idea that I introduced to my class was entrepreneurs are not risk takers. Well, good entrepreneurs are not risk takers. Taking risk is a skill, and like any skill, it can be nurtured, practiced and perfected. An example, and as I continue on my journey to close the gap between salespeople and entrepreneurs (to me they are the same) an entrepreneur that is focused on generating income for the company knows that it is less a focus on income and more a focus on activity that will bring in that income. Activity like making calls, meeting people, webinars, conferences, blogging, advertisement, articles, social media, website traffic… With higher levels of activity and the more consistent that activity is the less risky the plight of generating income.

Luck?

I can’t tell you how many people don’t understand that luck isn’t subject to things like timing and the winds of change. Entrepreneurs that have a focus on mitigating risk by skill building are consistently labeled as lucky. Well, they are and I count myself as one of these because of what a mentor of mine told me about the topic of luck. He said luck is when opportunity meets preparedness. With a definition like that the more you prepare and the more you put yourself out there using activity the luckier you will be.

 

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at Queens University and  UNC – Charlotte and travels around the country speaking on on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people that startedAvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact usfor more information.

2 Things That Kills Entrepreneurship #entrepreneur #entrepreneurship

 

Teaching entrepreneurship at UNCC has given me a unique view of success and failure. Years ago, a mentor told me that you learn more from failure than you do from success. I really didn’t know what he was talking about at the time, but I do now.

Failure

For some reason (probably the pain), failure tends to stick with me more. In the pursuit of better teaching, I have added a module to my class on why entrepreneurs fail. I don’t really like to teach on it, but the students seem to take to the information, and I have found two things that seem to be consistent in a lack of business startup success.

Thing 1

Entrepreneurs are a very funny breed. You need to have a strong stomach, thick skin and a laser focus. All of this equals what the rest of the world calls stubbornness. When we first started AvidXchange in 2000, it was five head strong – I do it my way – men. You can imagine the arguments we had. It’s difficult to change an entrepreneur’s mind when they get stuck on some idea and they are convinced that their idea is going to be the next big thing. (However) That is the first failure, the inability to change. When an entrepreneur is so wedded to an idea, refusing to change it, or not creative enough to, it’s only a matter of time before the business begins to suffer. I am sure there are exceptions to this, but in the innovative tech world (that I live in) change is key to success. It is, however, possible that you can change too much.  There has to be some balancing act between changing and staying focused. It is important to mention that cycles have a tendency to operate in 18 month time periods. I do not remember where I heard this, but it’s been years since I was first introduced to this idea and I have used it successfully to maintain balance between change and too much change.

Thing 2

The next thing that will inhibit the entrepreneur is selling. All successful entrepreneurs are great salespeople. The problem is that so many people have such a negative view of selling that they either won’t give it a chance (because it’s a learned skill), or are unable to recognize good selling. When selling is done by a pro, the person being sold to will have no idea they are being sold to.  They will believe the salesperson is being honest, and displaying a lot of integrity. This failure is the obvious… if the entrepreneur can’t, or (this is what happens most of the time) won’t sell, then the company will not make any money – a quick road to failure. Consider too, as an entrepreneur, selling to customers is important but selling to advisors, bankers, investors, board members, employees and family (especially family) is just as important.

Think of This

Not being able or willing to sell, and unwillingness to change put a person in the position of having all their eggs on the sides of the road (not even in a basket).  Both selling and being able to evaluate opportunities are skills that can be learned, taught and improved.

Want to know more? Buy My Books!

To buy the book – The Argument to Automate – How Innovation Can INSPIRE Not Fire – click here to buy

(Also) To get your copy of The 8 Pitfalls of Accounts Payable Automation – click here to buy

How about a children’s book? The Princess and the Paper – click here to buy

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people who started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information

Email Is KILLING Selling! #sales #selling #entrepreneurship #entrepreneur

I like to think about selling in the old days. When I started selling, I used sweet technology like a pager. I would connect my pager to my voice mail and whenever someone left me a message it would alert me. I would stop at the nearest pay phone, folks – that’s a phone on the side of the road that you had to put coins (money) to make a call (the good ones were the height of my car’s rolled down window). People were shocked when I called them back in a few minutes knowing I was out of the office. At least it doesn’t feel this way, but that wasn’t too long ago. Things have changed (understatement). Technology has improved, but has it improved our selling?

Don’t Get Me Wrong

I love technology. I have made a career out of creating and selling hi-tech stuff. I had always said, however, that technology is only as good as the people who it serves. As much as that puts technology in a place of services, and not domination or thinking, it has changed a lot of things mainly communication.

Communication?

I don’t think too many people will disagree with the notion that selling is a discipline in communication. The better the communicator you are the better you are of getting your point or idea across to a prospective buyer. I also don’t think it’s too much of a stretch to say that technology has greatly helped communication.

Email – The Point!

Email is killing selling because it has taken a common feeling of call reluctance and given it an easy out. It sounds like this:

Manager: Hey did you contact that account like I asked?

Salesperson: I sure did!

Manager: Well – what did they say

Salesperson: Nothing – I haven’t heard back

Email is great for certain things when it comes to communication like:

  • Confirming appointments
  • Sending backup or agreements
  • Getting clarifications

No – Really – This is the Point!

What email can’t do is listen for someone’s reaction to let you know what’s going on in their head or to convey the passion you have for a topic no matter how many of these !!!!!!!!!!!!!!!! you use. Email doesn’t facilitate a back and forth conversation that leads to an important direction. Email doesn’t take the place of good old fashion, calling, networking and meeting the people – you know – relationships! You don’t need a pager and a payphone to get back to the basics all you need is courage!

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people that started AvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact us for more information.

Selling and Fear! #selling #sales #entrepreneurship #fintech

I had a mentor that would say that “fear” stood for False – Evidence – Appearing – Real. FDR’s famous quote… “The only thing we have to fear…” well you know the rest of it. As a salesperson and entrepreneur for years I have had a very predictable view of fear in the selling until recently and now, I don’t know what to think.

Traditional

Weather it was something I learned or just made it up (now I can’t remember if I made it up or not) but my traditional view of “fear” and selling is to create it. People tell me that I am really good at doing this with prospective client, and I must admit it is a thing I do but it take the proper set up and relationship for the fear planting to work. Now, don’t get me wrong, I don’t put the customer in such a panic that they have to do business with me… I use the fear to have the customer motivate to action and motivate others in the business to action.

What Happened?

Last week, I can’t remember where I head this, but I was listening to a podcast where it explained that sales professional were thinking about fear all wrong. Now, keep in mind that I am not one to change my direction for a trend or snappy new way. Funny thing is I help companies change all of the time but I am uncomfortable with change. However, this time the right message must have hit me at the right time. The message was – sales people shouldn’t create fear they have to stop fear.

What?

It really started me thinking about all of times I created fear to help motivate the deal when in actuality I needed to solve for fear and eliminate fear. This sent me on a quick journey of my fear producing statement and my actions that created fear and I have concluded with this… If I motivate by using fear the least path of resistance is for my customer to comply, but if I reduce the fear of them doing business with me, their desire to work with me becomes greater.

Want to know more? Buy My Books!

To buy the book – The Argument to Automate – How Innovation Can INSPIRE Not Fire – click here to buy

(Also) To get your copy of The 8 Pitfalls of Accounts Payable Automation – click here to buy

How about a children’s book? The Princess and the Paper – click here to buy

About The Author:

Christopher Elmore has written 8 books, countless articles, lectures at UNC – Charlotte and travels around the country speaking on on the topics of startup success, sales, presentation skills, change, entrepreneurship, accounts payable and payment automation. Having deep startup and entrepreneurial experience, Christopher was one of the six people that startedAvidXchange in 2000 and continues to work in the business today. If you hire Christopher to speak or teach at your company or event… you won’t be sorry! Request a media kit or contact usfor more information.