By breaking things down and identifying the areas of improvement, then you can go to work. I call that spin doctor. It’s a six-step process that I teach in a course. That’s like in a second, you could turn them around and condition it where that negative thought and feeling is now their most empowering if you do it right. Let me walk you through it.
Have Rapport
Alright, step one. You have got to have some rapport. If you’re out in the field and somebody’s saying, you know, you’re trying to help them. They have got to trust you. If they’re not willing to get helped, you can’t help somebody who doesn’t want help or doesn’t want to change. They have to want it. This helps to create some leverage. Help find out what it’s going to cost them ultimately if they don’t get this fixed. So, they can associate the negative behavior or negative result, then they’re going to want to do something about it. They won’t typically open up with you unless they trust that you’re not going to throw them off the bus and tell everybody what their problems are, right? They’ve got to trust that you’re there to help them. That’s big, that rapport. It is the first step.
Listen
Then you have to listen to them, understand and appreciate their world. right what’s what they’re dealing with and what’s going on and kind of listen for where the problem is where they think it might be and usually when you ask them what’s wrong they’ll say “I don’t know. I don’t know.” But, you ask the question like this- well if you did know? Then let them think about that. A lot of times you’ll find that they become more resourceful. They’ll say well, you know I just don’t feel good about this. They’re not gonna perform very well at that so, you can identify it quickly if they’ll open up to you that way and ask them what’s going on. A lot of times they don’t know so it is great to record them and listen for ourselves and then it’s like I tell everybody, you could see with your ears alright if you just close your eyes and listen. Listening is the key. You’ll feel what they’re talking about as they go through it and you’ll identify who and where they’re stuck. yeah, there’s a problem you know?
Act
Managers, take the time to follow through with this. Act on improvement. If you aren’t going to listen to your team, then you will not improve and gain their trust from listening. If you don’t act on what you want to accomplish you will lose that rapport. If you are saying, I can’t seem to get these guys buying it back. A lot of people talk over their questions yeah you know they’ll answer their question, but they won’t hear it out and know what they need to do. That is where acting on what you listened to plays a part in the success. You can have rapport, and listen, and it won’t make a difference if you don’t act on any of it.
We are here to help. Get in touch with us. If you have questions about how you can help your sales reps level up or how you can listen and help them out better, get a hold of us. We are here to help. Go listen to the D2D podcast on any of your favorite podcast apps, and follow us on YouTube. Follow us on Instagram on D2D Experts or the Sam Taggart Instagram. Check out our event D2DCon. We’re here to provide value and answer your questions because you found the right vehicle. This is the vehicle and you just have to drive it the right way.
