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BRX Pro Tip: What Can You Get Rid Of?
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BRX Pro Tip: What Can You Get Rid Of?
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, my go-to move so often is, what else do I need? But maybe the better question is, what can you get rid of?
Lee Kantor: [00:00:13] Yeah. I think it’s important when you’re developing a new skill, a new process, to think about things that you can get rid of rather than adding to it. I was reading an interesting article about the best way to teach a kid to ride a bike, and a company figured out the best way to teach your kid to ride a bike is to remove the pedals, and then get them good at balancing on the bike. The pedals just make it harder to get good at balancing. And if they can get good at balancing, they can easily add the pedals later on. The balancing is the hard part.
Lee Kantor: [00:00:50] And, that’s got me thinking about, are there processes that we have that we can remove some of the elements that we thought were just, you know, part of the process which really are slowing down our process? And if you can do that, if you can get rid of some of the steps that might be getting in your way, that might not be necessary at the beginning but can be added later on, you might have a more efficient way to onboard someone to sell somebody.
Lee Kantor: [00:01:21] So, spend more time pruning and getting rid of steps and processes. Do some sort of an audit and really understand do these steps need to be here anymore? Maybe they served a purpose at a certain time, but maybe they aren’t useful today. And if you can streamline things, you might be surprised at how fast a person is going to move through whatever process you’re trying to move them through. So, start auditing today some of your processes and think about the steps that you can remove that might be slowing you down.
Encourage Dissent
Rome Floyd Chamber Small Business Spotlight – Dr. Stephanie Jones with AdventHealth Redmond, Stephanie Graves with Coosa Valley Credit Union, and Leslie Nabors with Buffalo Wild Wings
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BRX Pro Tip: Add an Element of Surprise
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BRX Pro Tip: Add an Element of Surprise
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, let’s chat a little bit about how to add an element of surprise to your sales process.
Lee Kantor: [00:00:12] Yeah. I think it’s a great idea when you can add some sort of emotional resonance into a sales presentation. A lot of times people are just talking and kind of droning on about their benefits or features of whatever it is they’re selling. I think a better way to approach this is to create kind of some drama or some excitement, and you can do this by hopefully giving your prospect that aha moment where the light bulb goes off and then you have a story that either illustrates something that you’ve done and that has a better chance of emotionally resonating with your prospect and moves them closer to buying something from you.
Lee Kantor: [00:00:49] A couple of examples of how we do that element of surprise in our process, number one, something that we do when we do shows is we give a Business RadioX mug to our guests. This kind of is a surprise and delight moment that elevates an already good experience into a memorable and a great one, something that they’ll share and talk about with their friends.
Stone Payton: [00:01:09] Another way we add surprise into our sales process is when we kind of break out that sheet of paper that describes our selling process, our sales process, and we show them near the end of the process that they’ve kind of gone through this whole process of being invited to a show, being part of a show, having a follow-up meeting to discuss ways to kind of leverage their show appearance. And we tell them, “Hey, you know, a few days ago you didn’t know who we are and then today you’re making, you’re contemplating doing business with us.” And at that moment, that usually is kind of that aha moment where they’re like, “Oh, I get it.”
Lee Kantor: [00:01:48] And then, they start kind of visualizing how they’re going to be able to do that with their prospective clients. And then, that moment is rare, really resonates and everything clicks and it all comes together, but it surprises them because they didn’t realize they were part of the sales process because it was so elegantly done.
Lee Kantor: [00:02:04] So, if you can create those kind of surprise moments, that aha moment, in the minds of your buyer, you have a better chance of selling them something.
BRX Pro Tip: Before You Hire Do This
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BRX Pro Tip: Before You Hire Do This
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, there are some steps and one very critical and productive step that we ought to take before we hire.
Lee Kantor: [00:00:14] Yeah. There’s something to think about before you’re hiring anybody for any position and see if you can come up with some sort of a test or a project that your candidate has to do that forces your candidate to actually demonstrate mastery of the work you want them to do.
Lee Kantor: [00:00:31] So, if you can figure out, okay, I need a person to do this thing, like in our case, if you want someone to be a good interviewer is you ask them to interview somebody and then you listen to the interview and see if they are doing it well enough. Is it something that they have the skills to do already or is it something you’re going to have to really spend a lot of energy in training them to do the work?
Lee Kantor: [00:00:57] So, if you can come up with a test that forces your candidate to actually demonstrate mastery of the work you want them to do, it’s going to be – you’re going to feel a lot better about them once you hire them.
Lee Kantor: [00:01:08] And then, once they’ve passed this kind of threshold of mastery by demonstrating mastery, you can then put them on a smaller project, a one to three-month project, to see if they truly are a culture fit. Because there’s one thing to have the skills, but the other thing is to fit in to make sure they’re a good team member, and it’s important to remember that it’s always better to hire slowly and fire fast.
Lee Kantor: [00:01:33] You want to make sure you have the right fit. Wait for your pitch when it comes to this. Wait for the exact right person. And if it’s not working out, you’ve got to pull the ripcord pretty quickly because having the wrong person in a row can really sabotage your company. It can really be a cancer, and it could really bring the morale down for everybody if they see that a person can work here and not be a good fit and really bring a lot of people down.
BRX Pro Tip: Counter Intuitive Problem Solving
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BRX Pro Tip: Counter Intuitive Problem Solving
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Today’s topic, Lee, counterintuitive problem-solving.
Lee Kantor: [00:00:09] Yep. So, a counterintuitive way to solve a problem is by solving by subtraction rather than by addition. A lot of people, when they’re trying to solve a problem, they typically add to the existing process or system. And another way to solve a problem is by removing things.
Lee Kantor: [00:00:27] So, whatever problem you’re having now, what are some elements of it that you can get rid of? What are some steps you can take away? What are some people or resources that you don’t need anymore? Most people, when they have a process, they’re adding to the process. And what happens is the process gets cluttered, it gets clunky, it gets less effective over time.
Lee Kantor: [00:00:51] So, a step when you’re working on a problem, try to remove some steps. Try pruning. Try simplifying. See if that helps you get the same outcome with less steps in just a more efficient and more effective way. You don’t have to solve a problem by adding. You can solve problems by subtracting. Most people’s go-to move is to add rather than subtract. So next time, try subtracting first.
Let Your Body of Work Build Trust and Belief
BRX Pro Tip: Don’t be the Hero, be the Guide
Access to this series is restricted to Business RadioX® Studio Partners.
