Afternoon Tea in Jerusalem Blog

In addition to my work as a business coach, one of my interests is blogging about life in Israel. This is a country full of contrasts – over eight million citizens living in an area the size of Wales. You can see snow and the lowest place on the globe in the same day. Although surrounded by geopolitical extremes, Israel has achieved a decade of high economic growth. My work brings me in contact with an array of new companies, exciting technologies and dynamic characters. Sitting back with a relaxing cup of strong tea (with milk), you realise just how much there is to appreciate in the Holyland. Large or small operations, private sector or non profit, my clients provide experiences from which others can learn and benefit.

Here’s a big sales tip: Never miss one of Bernadette McClelland’s short mentoring videos, always so insightful.

Bernadette’s latest two minute clip refers to the ABC of selling, and I quote:

ABC – Always be Closing – Meh!
ABC – Always be Connecting – Mmm!!
ABC – Always be Contributing – Magic!!!

However, she goes on to add a sting in the story. Some people sell so hard that they end up missing the point. In other words, minimal profit. Ouch!

I have recently faced two examples of this attitude with mentoring clients from the Jerusalem area.

In the first case, the seller was so determined to win the contract that he has climbed down to a point were he is working for a very low hourly rate. It can be argued that this deal will help him secure success with other clients. Maybe, but at what cost? And will he now be at ‘the mercy’ of the first customer?

In a second incident, my client nailed down a fantastic sell. The goods went out at a very lucrative price. However, because he is a nice guy and gets a buzz out of helping people, he threw in so many extras – at a cost of an enormous amount of time – that the profit level has been diminishing by the second.

Call it ABC – or even aleph, bet, gimel to give it a local connotation – your selling should not obligate you to give or to contribute so that it hurts. Why? Because that will stop you helping others downstream.




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