Compliment Sandwich

Compliment Sandwich – Have you ever had the pleasure of trying one?

SPOILER: They don’t taste good!

Compliment Sandwich, “When someone tries to ease the blow of a criticism by delivering it between two insincere compliments.”

The not so funny thing about compliment sandwiches is they were taught to managers at one time!

If you do this or know someone who does, STOP RIGHT NOW!

INSTEAD – Try these techniques:

1.) Sincerely congratulation your employee. Then frame what you would like to improve on in a way that they understand and WHY they should do it.

For example, Joe just landed another huge sale, he is due for a promotion soon, however his desk is a mess! His manager, Mike, thinks it doesn’t represent how great of an employee Joe actually is. The CEO is going to be walking around the office later in the week. Mike goes to Joe, and congratulates him on the huge sale.

OLD WAY (compliment sandwich):

Mike: “Wow, Joe! That is great, you are on fire”

Mike: “our desk is a nuclear hazard, clean it up for the love of god.”

Mike: “Good job on the sale!”

BETTER WAY:

Mike: “Wow, Joe! That is great, you are on fire!”

Joe: “Thanks Mike, it feels great”

PAUSE

Mike: “The CEO will be touring our offices next week, I know you’re a great jpb, although he doesn’t see what I see, every day. What do you think he might think when he sees your desk?”

Joe: ”You know what, your right, I could probably clean it up a bit”

Mike: “I think that’s a great idea.”

2.) Ask the employee what they thought they did well. Sincerely acknowledge their feedback. Add some of your own POSITIVE feedback. Now ask them what they thought they could do better. After they reply, you can add anything else that you observed.

Employees can read right through a compliment sandwich, instead be sincere and speak from the heart.

www.Leadership4Design.com

Drew Patterson, MBA

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It’s In The Presentation!

Culinary Presentation

The above photo is spot on! Most people would choose the dish on the right. How much extra effort did it take to construct the one on the right?

ANSWER: Not much!

I draw three powerful lessons here:

1. Presentation is important

  • Makes your product/service seem more valuable
  • Makes your customer think highly of you
  • Makes you look credible

2. It is very easy to do – a small reorganization of the same ingredients (data) is all it takes (as you see in the photo).

  • It’s not revolutionary changes, it is small improvements that make the difference (e.g. are you starting strong?, are you passionate?, are you engaging?)!

3. First impressions do matter

  • When you hear, “That doesn’t look very good”, what are they chances they will try it?
  • Professional speakers and trainers have long asserted that people make up their minds about people they meet for the first time within two minutes (It is actually less than that according to the book, “Blink” by Malcolm Gladwell).

How can you step up your presentation game (client meetings, relationships, business meetings, etc.)? When was the last time you took a class or asked for feedback on the way you look, talk, and engage?

Stop being normal and start being gourmet!

(Hint: Anyone can do it!)

www.Leadership4Design.com
Drew Patterson, MBA

Have You Ever Thought of Doing Sales?

Sales Profession

According to the U.S. Bureau of Labor Statistics:

As of May, 2013, 14 million people are employed in sales or sales -related role in the United States. And, there are 132.5 million employed individuals.

This means that 9.5% of workers in the US are working in sales or a sales -related role! So, nearly 1 in every 10 working Americans are in sales!

The US economy continues to grow as a service-based economy. The great thing about sales jobs is that they often only require a high school diploma and/or a few years of past sales experience. The barrier to entry is low, and it can be extremely lucrative. The top sales people in the US make over six figure incomes!

Now, you might be thinking:  that sounds great, but I could never be a top performer those people are crazy and have natural talent. Those people are lucky.

That is simply not true.

No one is born a sales person. It is a choice you make. Go down to your local hospital and ask “I am looking for natural born salespeople”. You might get some stares!

Change your attitude to “YES I CAN!” And, from there, read, study, work, and learn to be a great salesperson.

Hard work makes luck!

Drew Patterson, MBA
http://www.leadership4design.com

The guaranteed successful cold call

Who has planned a wedding before? I have recently taken on the task of doing just that. Now, for the first time in a while, I am the customer and vendors are selling to me! BOY, does it feel great! I keep hearing the word “YES” all the time. 

 

The great thing about calling a vendor (wedding vendor or any other kind of business- salon, restaurant, store) is that they all want YOUR business and will (usually) respond to you positively, and with enthusiasm. So, here’s an ideas: why not call them first thing in the morning before you begin your work day and your cold calls? Although you are not closing a sale, the transaction will be nonetheless a success. 

 

And Success breeds success!

Yes on the phone

YES!

 

And, if you don’t have a business or vendor to call, simply starting your day by calling someone you know will give you a similar positive start. You can try calling someone in your company or doing a role-play with a co-worker. The first yes of the day will be one of many! 

 

Drew Patterson, MBA
www.leadership4design.com