Weight Loss Surgery Lessons and Customer Engagement There is a television show about extremely overweight people wanting to have weight loss surgery. During the first doctor's appointment, the patient's initial weight is taken, and they are given a 60-day weight loss goal. Reaching this goal determines eligibility for the surgery. Each patient receives very detailed instructions on how to meet their goal. Following the instructions are guaranteed to work. Most patients return for their two-month check-up only to realize their weight loss was minimal or they gained weight. Unfortunately, this process may repeat itself for over a year. The scale does not lie. At some point the patient realizes this is a life-or death situation and they need to make a complete Lifestyle change to meet their goal and be approved for the surgery. It was as simple or challenging as following the initial instructions. So, what does Customer Engagement have in common with weight loss surgery? Imagi
Mirror mirror on my desk, help me rise above the rest. This is not rocket science: however, an understanding of what you see in the mirror is critical: 90 percent of initial telephone inquiries perceive who you are based on the tone of your voice and facial expressions. The initial call can be your best friend or enemy. The mirror is your secret weapon if used properly. A successful call means connections are initiated, trust incubated and next steps scheduled. Moving the sales lead from call to tour requires a transition from salesperson to partner. Screw this up and results will crash. Master it and your bank account will love you. Prospects want and need to like you. The more you smile the better they feel and the closer you are to making a deal. This is for all of you hard working sales folks. Place a mirror on your desk and be amazed with the results. Rick D. Watkins rickd.watkins@gmail.com