Listen, Solve Problem, Execute Flawlessly, Repeat

[margie albert]

There are countless white papers, books, articles, ezines, and blogs out there telling you how to sell. There are trainers, educators, lecturers, consultants, and webinars galore. It all boils down to this –

Listen, Solve Problem, Execute Flawlessly, Repeat

Sounds pretty easy doesn’t it? So what keeps us from doing it? We do!

How well do we listen? Can we turn your thoughts and preconceptions off after we’ve asked that great question? Can we ask that follow up question to clarify; to make absolutely sure what we are hearing is what truly is being said without interpretation? Remember, it’s the client’s point of view that matters. Hearing is simply catching the words being said.

How well do we understand and feel the problem? Do we really know the client’s problem inside and out? Can we really help solve it? Are we sure? How? Are we invested in the success? Are we putting the client’s problem ahead of our commission check? Is every element of our proposal essential to solve the client’s problem? Are we providing enough to ensure success or do we lack confidence to ask for the large investment and skimp which, of course, leads to probable failure? If the client has a problem to be solved, do we solve it confidently?

Do we leave “flawless execution” up to someone else and later use them as an excuse? This is a tough one I know. Oftentimes we must depend on others but the responsibility rests on our shoulders. Our clients will not play the “blame game” – they will point to us as they should. Their expectation is “flawless execution” and our job is to meet and exceed their expectations. Period.

I love these quotes –
• "The man who complains about the way the ball bounces is likely to be the one who dropped it."— Lou Holtz
• “Well done is better than well said.” – Benjamin Franklin
• “It's the little details that are vital. Little things make big things happen.” – John Wooden
• “Leadership: The art of getting someone else to do something you want done because he wants to do it.” - Dwight D. Eisenhower

As Broadcasters, we have so many ways to communicate our advertisers’ messages and tremendous opportunities to solve their problems. Now more than ever we better figure this out.

How can we better live “Listen, Solve Problem, Execute Flawlessly, and Repeat?” Please tell us your thoughts.