“Out-of-the-ordinary,” or “extraordinary,” for that matter connotes something that is of unique or singular character. It can allude to a person who differs from others in an interesting or appealing way or a person of inventive capacity or fresh initiative. Just a few decades ago, psychologists figured out that there are two paths to achievement; “out-of-the-ordinary” and conformity. “Out- of-the-ordinary” is taking the less traveled road, promoting a set of new concepts that initially are very difficult to embrace albeit in the long run they make things better. It is true that nothing is entirely “out-of-the-ordinary” because all ideas derive from one’s knowledge of the world. People constantly borrow thoughts, whether inadvertently or intentionally, and are susceptible to ‘kleptomnesia,’ which is a tendency to remember the ideas of others as one’s own accidentally. In this sense, “out-of-the-ordinary” can be explained as involving the introduction and advancement of a relatively unusual idea within a given domain and which has the potential to bette
What exactly is “virtual selling?” It is nothing more than traditional selling with a technology twist. So many people believe that selling face to face and virtual selling are different. Virtual selling is a facsimile of selling face to face. I am not saying the two are the same, but virtual selling is as close as you can get to face to face without actual being in the same room as your client or prospect. Understand face to face communication are still the best method, but sometimes it is not always possible or available in the moment.
It is important to understand that the sales process that you have successfully adopted remains the same. The only difference is the blending in of technology. If you can blend your sales process with technology you should be able to get your desired outcome at the lowest cost of money, time, and energy. This is not a new idea or technique, but since the COVID Pandemic in 2020 if became the only way to sell for many. For many sales operations globally, this forced them to figure out a new sales process on the fly. For many organizations this meant just waiting it out until they could meet face to face once again. To others it meant trying to learn what virtual selling meant and how they could adapt to the new normal. To others it was just an earlier roll out of a test strategy that they were planning on testing in smaller markets to see their viability. During to pandemic, it has been interesting to view organizations strategy on how to connect with clients and prospects. Technology driven companies appear to be much further along. I had the opportunity to play golf over the summer with a client I have done some sales training for who owes a global technology firm that employees 2500 people in 14 offices worldwide. We were talking about commercial real estate when I asked him what percentage of his employees were now working remotely. He said that all were working remotely. When asked if they would
all return to the office once the pandemic was over, he replied that only 25% would return to a brick-and-mortar office and that number would probably dwindle over time. He said that he and many similar firms had been planning with virtually working for years. He believed that this would significantly reduce their cost while not losing production. His main concern with rolling out the virtual strategy was the fear of losing the culture they had built. They were in the early stages of the virtual test rollout when the pandemic hit. This not only forced him to roll out his virtual strategy years sooner than expected but would have to roll it out to all 2500 employees. The result was an overwhelming victory. Their production was uninterrupted, and their culture improved because they were able to hold onto the internal culture of the team. Meanwhile. the employees were embracing the additional time they had when they not commuting. He found that the people were more focused on their tasks without office interruptions. The silver lining of the pandemic for many virtual trailblazers was forcing them to jump into to their test models. Just the other day I spoke with that client again. Virtually of course. He informed me that seven of his office leases had come up for renewal with the remaining seven leases to be up for renewal within the next two years. He reduced their space by 90% and at this point plan on reducing the remaining spaces when they come up for renewal if they cannot sublease them earlier. This has led to a large increase to the bottom line which he has invested in employee’s home offices, childcare and bonuses. As I continue to work with this organization it has become a model for many other of my clients.
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