Simplicity is a competitive advantage. Most of us over complicate things. Overcomplication results in wasting time and energy, and the outcome is often ineffective.
Just the other day someone spent way too much time explaining something to me, with the result that I was utterly confused. I couldn’t figure out what they were trying to tell me. Then I asked, “Can you tell me again in just one or two sentences what’s the issue?” Bam! They explained it in just a few words and I completely understood what they were talking about.
I believe in the KISS model, and no, there’s nothing stupid about simplicity. It’s about learning to Keep It Successfully Simple.
One area where most salespeople can simplify things is in communicating with prospects, clients, and former clients. Some salespeople spend hours trying to create the perfect email or outline for a call or meeting.
Instead, try this simple and effective approach. Ask yourself these two questions:
- What do I need the person(s) to know?
- What do I want the person(s) to do?
The first part of your email/call/meeting should answer question one. The second part should answer question two. Simple as that.
In keeping it successfully simple, I recommend keeping the need to know to three items or fewer. If you don’t, you risk overwhelming the person with information.
Also, when possible give the person more than one choice about what you want them to do. This reduces the likelihood of the person telling you no.
Try it out. You’ll be amazed at how much more productive and effective you are when you keep it successfully simple.
About the author
Silva Law / QuickSilva CEO Doug Fleener is a former organizational consultant and international keynote speaker who for sixteen years helped thousands of individuals and businesses to improve their sales performance and customer experience. Contact us to learn how Doug can present one of the Success Academy programs at your next staff meeting.
