Daily Learnings: Thu, Feb 15, 2024
Knowing is not enough; we must apply! — Johann Wolfgang von Goethe
Notes on Sales and Relationship Building
We had a good meeting on some things to consider when approaching sales interactions, or attempting to better connect with people in general. This conversation included reviewing the 4 key tools for healthy influencing. These are primary ways that one can better influence others, without being manipulative.
- Build Rapport
- People have to believe that you’re like them and that you care about them
- Number 1 tool of influence
- How to build rapport
- Highlight shared experiences
- Telling stories
- Giving compliments
- Ask Thoughtful, and Real Questions
- Thoughtful questions, not surface-level questions, help us with the following:
- Provide opportunity to understand the real motivations
- Help us to understand their beliefs
- Can ferret out and destroy objections
- Thoughtful questions, not surface-level questions, help us with the following:
- Develop Your Own Personal Congruency
- This is your own true belief and confidence in what you’re saying
- Exuding confidence
- It’s easy for people to see when you’re claiming something that you don’t really believe
- This includes nonverbal queues and body language
- It’s sort of a level of integrity that one gives off
- Must be maintained daily
- This is your own true belief and confidence in what you’re saying
- Maintain Your Own Personal State
- What is the state that I need to be in to be best prepared to handle my next sales call?
- Get the sleep, time off, and mental / physical exercise to be the best version of you
- Actually PREPARE for calls and meetings
- Make sure you manage YOU
- Consider checking yourself every now and then during video calls for nonverbal queues, posture, body language, etc…
- What is the state that I need to be in to be best prepared to handle my next sales call?
Though these tools, or this framework of thinking was shared in a sales context, I believe that these 4 ideas can be used to deepen relationships in family, friends, coaching or mentoring situations, and in the context of management.
Advanced Seller Homepage
TIL about the “Advanced Seller Homepage” setting in Salesforce. I was reviewing a take-home submission for a potential candidate for hiring, which involved building some things in their own Dev Org, and their home page surprised me (see below).
My first thought was that this was a custom Lightning Home Page built with a bunch of custom LWCs. When I couldn’t locate that, my next assumption was that it was a package that was installed. But that didn’t pan out either. After a bit more digging I found out that there’s a setting (see below) that you can enable in Setup > Feature Settings > Home that turns this view on, only in certain OOTB Salesforce Apps.
Turns out this is a feature enabled in the Spring ‘24 release, as outlined here.