By Tom Reilly
“Keep It Simple Stupid.”
Kelly Johnson, founder of Lockheed’s famed “Skunk Works,” coined the acronym KISS to describe this design priniciple. His team designed the SR-71 Blackbird, a long-range strategic reconnaissance aircraft, the fastest and highest flying aircraft at the time.
Life is complex today. We thought technology would make things simpler. Instead, things got more complicated. Humans crave simplicity. Our brains are hardwired for it. Simplicity reigns supreme in a complex world. The KISS principle is good advice for salespeople: Keep it simple, salesperson.
These three tips will put more simplicity into your sales life:
- Begin your day by asking this question, “What are the three most important things I want to accomplish today?” Though you may accomplish more than these three, this system ensures you complete the most important things first.
- Talk to three people every day about a new sales opportunity. You will be mining fifteen new opportunities every week. This is higher than the average salesperson’s sales activity level. What would you do with this many new opportunities every week?
- Give customers three compelling reasons to buy. This strategy parallels the three dimensions of value: product, company, and salesperson. Lead with your strongest argument.
Success in sales need not be complex. It is not rocket science. Keep it simple, salesperson.