Too Much Information

An interesting post by Jack Derby titled "There's Nothing Easy About Sales" reminded me of my standard lecture at the start of my workshops. Jack proposes the 1-2-3 Rule - in short - "Attend anything-a seminar, sales meeting, or boot camp-, and you should try to walk away with no more than three things that you’re going to put to work almost immediately."

My standard pitch is that I speak to my class about Monday Morning Behavior. I explain that means that once this course has completed – what behavioral changes are you going to make once you are back in the office? Then I tell them (having spoken with their managers) that they need to meet with their manager next week – and commit to what they are going to change, by when – and how to measure it.

It works really well.

My pitch with the managers is to focus on no more than 3 changes at a time (as in 1-2-3!!) . My analogy is my golf game. I’m bad at golf and always play with friends better than me. After 3-4 holes, they take pity on me and give me tips. Those tips make me better and better until I get to about the ninth hole. Then I am trying to remember to many things at once – and my game falls apart again..

So three things to remember.

One - write down and commit to change from any training you go to.

Two - your customers feel the same way (overwhelmed) if you present or demo too much.

Three - you can make serious money playing me at golf!