Custom Install 2.0: Are you better than a Girl Scout?
Every year, you can see them coming a mile way. In those little green Girl Scout uniforms, they knock on your door at home, greet you at the grocery store and intercept you at the mall. If you’re anything like me, you may have a co-worker who brings in their daughter’s order form each year to secure your obligatory boxes
in advance. These young ladies peddle cookies that are as addictive as any other product on the market, and I think we can learn some things from one of their
This year, sixth grader Katie Francis of Oklahoma City made national news by selling 18,107 boxes, which broke the Girl Scout organization’s decades-old sales record. When asked how she accomplished this, Katie told her local newspaper that it was an investment of a lot of time, commitment and a habit of asking everyone she met to buy cookies.
It’s easy to get caught up in this feel-good story and miss the three main ingredients that took her to cookie fame. Here
they are: time, commitment and asking everyone to buy. Are we, as integrators, remembering these basic keys to success? Let’s take a deeper dive.
TIME: Sure, I get it, you don’t have enough time. Every day the workload is increasing and the help is dwindling.
You’re being forced to do more with less time. Well, I’m afraid to tell you the issue isn’t time management, its self-management. What are you doing with the time available? Are you spending your time focusing on key activities that drive sales or are you
sipping coffee while chatting with your
In the book The 4 Disciplines of Execution by McChensey and Covey, the authors discuss the Wildly Important Goal, or WIG. In a nutshell, it’s the one thing you need to do to be successful. In sales, your monthly number is most likely your WIG. So then
it makes sense that we identify those activities that drive sales and repeat them on a consistent basis in order to achieve our sales goals.
To extract the most value from your time, you need to focus on those productive activities that bear the most fruit. One
great question you need to be asking
yourself repeatedly is, “Is what I’m doing right now leading me to a sale?” If the answer is yes—fantastic, keep doing that. If the answer is no, then take a minute to assess your own performance and then adjust accordingly. Consistently work to improve your behavior so the results drive you towards your goal.
COMMITMENT: It’s been said that “Every day is a job interview,” and in a quality interview you always want to show commitment to the job. By understanding your role and responsibilities and committing to achieving—if not exceeding—your daily goals, you’ll find that your focus on the Wildly Important Goals is easy to accomplish. I think Vince Lombardi summed up this topic nicely when he said, “Individual commitment to a group effort—that is what makes a team work, a company work, a society work, a civilization work.”
Take a minute to assess your commitment to your team, to your customer and even to your profession. Do your words match your actions? That can be an indicator to your level of commitment. In today’s world, your customers are watching your level of commitment and will make a decision to buy or not buy from you simply because your commitment to them is
waning. Here’s how you can fix that: start saying “no.”
That’s right: Say no to things you can’t commit to or are not certain you’ll be able to accomplish. Then, when you do say yes to someone, move heaven and earth to make it happen. When you narrow your focus to those things you can absolutely accomplish, you’ll achieve new levels of success. When your “yes” earns a gold standard of reliability, customers will flock to you like never before and you’ll find your sales on the rise.
ASK EVERYONE TO BUY: This really sums it up. This 12-year-old Girl Scout had the courage, commitment and focus to ask everyone to buy cookies. Do you think she got a few “no’s” or even more harsh rejection? You bet! Do you think everyone bought from her? Probably not, but here’s the point: She had a Wildly Important Goal (to sell cookies), and she did the work and earned the results. What’s keeping you from asking for the sale?
Did you know that the majority of sales are lost because the sales associate didn’t ask for the deal? It’s that simple. As salespeople, we tend to let this part of the sale slip through the cracks. Make it your goal to ask everyone to buy. You never know when that one time will be THE time that breaks your career wide open. You’re only ever one big job away from taking it to the next level.
Is this Girl Scout better than you?
In 2014, our industry is predicted to soar past $40 Billion in sales. If they aren’t buying it from you, they’re getting it from somewhere else. You have to make the time and commitment to ask every customer, every time, to buy from you. Believe in your company. Believe in your team and believe in the customer. Tackle every transaction with commitment, focus and fearlessness when asking for the sale. In no time, you’ll be as good as a Girl Scout. •