10 SALES TIPS FOR TIMES OF CRISIS

I recently watched a video about the retirement of Jean-Fran?ois Van Boxmeer, former CEO of the Heineken brewery, in which he brings three important lessons for success in a professional career. The first one, directly related to the theme of this article, is “If you want to receive, you better first give”.

This article will also use ideas from the work Give and Take by Adam Grant, professor at Wharton University and recognized as one of the great influencers in business management today, by Fortune magazine. He classifies people into Givers, Takers and Matchers, showing the paths and probabilities of success for each style. I will also make parallels with the motivators Individualistic (commanding), Social (altruistic) and Utilitarian (resourceful), present in the assessment tools of TTI Success Insights, which are based on the book Types of Man, by Eduard Spranger.

According to Adam Grant, Takers live a lot according to their own agenda and interests, with little, or sometimes, no consideration or empathy for others, being more selfish, narcissistic and self-promoting. They can grow professionally, and reach the top, faster. It is possible to create connections between the characteristics of Takers, with those who have superhero syndrome, which Max Carey describes in his book The Superman Complex: Achieving the Balance That Leads to True Success. Max was a Vietnam War hero, who is used to high-risk missions and has been honored several times. He was a winner, a real hero, he fought and defended his country, but even Max, at a certain point in his life, realized that he is not omnipotent and perfect; he also created awareness about the importance of listening more to others, less imposing his own interests and desires. Staying on top, alone, is quite challenging, to say the least.

On the other hand, we have the Givers, who can be found at either ends of the ladder of success: At the bottom, for letting others take advantage and for never putting themselves in the first place, and at the top, yes at the top, with much more stability and a potentially longer-living career than the Takers’. In a sales or negotiation process, they can more easily display an honest and sincere interest in others, taking pleasure in seeing the others grow, develop and succeed. It all reminds us of people with a Social attitude, doesn't it?

Obviously, there is no cause-effect relationship between a person being a Taker and at the same time having the Spranger Individualistic attitude, nor being a Giver and having a Social attitude. I didn't find any research showing this. However, I believe that opening a parallel between these two approaches can help us to have greater success in commercial approaches, in today’s environment. It is true that there are people with an Individualistic attitude who manage to have a Giver approach in a professional relationship, just as a person with a strong Social attitude may sometimes show a Taker facet.

When analyzing a person, it is also important to take into account their life experience, professional experience, self-awareness, ability to develop what is not natural for them, education, maturity, ethics and other dimensions of personality. These other dimensions can intensify or minimize the Takers' possible egocentric side, as well as the common difficulties in asking for help or showing fragility. These dimensions are also important when analyzing the Givers, who tend to be more naive and detached from their own interests in financial gain and professional growth.

In times of crisis, people more frequently re-evaluate their professional careers and personal relationships. The analysis of intentions in relationships and personal values can also gain greater importance. When prospecting for new customers, do you think only of your own interests, or do you also take into account the interests of your customers?

Are you the kind of professional who feels like the center of the universe, demanding all the spotlight to be focused on you, or are you the one who lights up others so that their reflections make you shine? What attitude, Individualist or Social, do you believe will bring more solid and sustainable results, during difficult times, when prospecting for new business?

Thinking in terms of Eduard Spranger's attitudes, the Individualistic attitude, which has some similarities with the Taker approach, has many positive characteristics, such as ambition, desire for professional growth, overcoming obstacles and the drive to lead others. I believe that the path is not to replace the Individualistic attitude by the Social one, but to use the positive aspects of both. Both, when used in excess, or in the wrong way and at the wrong time, can be harmful. Adam Grant talks about the advantages of the Matcher style, which is a mix of Taker and Giver.

At this moment, as a recommendation for a commercial approach, I suggest greater attention to the exercise of the Social attitude. Use the Utilitarian attitude filter so that you earn while also guarantee a win-win relationship. As for the satisfaction of your Individualistic motivator, if you have it, even if it is very intense, do not worry, you will be rewarded as a consequence of wishing others well, in a world where personal interdependence relationships are increasingly important. Here are ten tips for those interested in using this approach:

1. Believe in the law of reciprocity.
2. In crisis, people become more sensitive, be more calm, careful and empathetic.
3. In a Giver approach, have a medium and long term return perspective.
4. Takers - reflect the gains in adding, in your approach, the characteristics of a Giver.
5. Givers - use the Utilitarian filter, so that you also win.
6. When talking to a customer, remember to listen and take their interests into consideration.
7. People buy when they are ready, when they need and can buy.
8. Your success will be much more authentic and remembered if it is a result of the success of your customers.
9. Become a trustworthy advisor to your client, so he can become your client forever.
10. Any results that are not win-win, will one day bring losses to you.

 Your success is a direct reflection of your client's success. The longevity of your success is directly related to the credibility you get with every professional contact you make. If your interest and need is to earn more money and grow professionally, I believe that, especially in times of crisis, the characteristics of a Giver approach, and/or the development of a Social attitude, can help you and help others, when they need it most. The right sales approach, at a time when customers need a lot of support, guidance, attention and, above all, to be heard, can be the right way to appear, stand out and grow, in a new normality.