By John Carroll

Editor’s Note: This is the third part of a three-part series 

In the first two installments of this series, we looked at preparations for the western Carolina mountain trail and tips for making progress once the multi-day hike was underway. Still on the trail, we now have the opportunity to notice some of the finer points that carry lessons for greater sales effectiveness.

7. Heads up! – Footing on the trail can be tricky, especially after repeated periods of rain. Water turns the trail into mud and slippery surfaces with each step. One is naturally inclined to keep eyes focused on each and every step to steady the body as well as the load to maintain balance and reduce the likelihood of falling. Simultaneously, this mountain hike affords some profoundly beautiful views of nature.

While personal safety is always first and foremost on the hike, you simply must enjoy the visual and auditory feast available along the way. Failing to do so would be to miss one of the most valuable returns on your investment of preparation, time and energy.

Similarly in selling, keeping your head up means remaining aware of the environment, of related dynamics and additional buyers or sales opportunities within the organization. The sales and marketing executive with a major life insurance company once told me that of the 12 product lines his company offers, the company’s clients actually owned an average of less than two. That’s what is known in sales as walking past business. Don’t let this happen to you. Note the opportunities, even if you can’t address them at the moment, and be sure to return to harvest the full value later.

8. What is said on the mountain stays on the mountain – This rule came up early and often, ensuring that participants felt safe to share some deeply personal stories and perspectives. It applied whether we were talking to an individual along the trail or addressing the group assembled at an evening or morning campfire. Central to the value of this event, this absolute guarantee of confidentiality, which also forbids sharing someone’s story minus the names, creates the safe atmosphere that leaders mandate and followers appreciate. Thus, there is a freedom of speech on the trail that simply wouldn’t exist otherwise.

Maintaining strict confidentiality with prospects and clients in the sales process, along with the thorough understanding of exactly how that works, proves central to the trust bond that must be formed for the buyer to move forward with  us as sales professionals.

While I continually assure those within an organization that I’m listening to and not spreading sensitive information, I’m also crystal clear that, in my role, my first duty is to the client. That means that short of you telling me something that can directly hurt my client, what you tell me stays with me. That makes it safe for you to share information that can help me gain additional insight and work more effectively. If you give me something that can or will damage this client, you can also be assured that I’ll report it.

By defining the expectations of confidentiality clearly and in advance, we remain solid with our prospect/customer/client and keep the trust level high.

9. Take the initiative – We quickly learned on the mountain to take advantage of the readily available help of others. We also learned the trail etiquette of offering to help and waiting for the nod before proceeding. In some undertakings, people enjoy the sense of accomplishment that comes with a solo effort. Donning one’s backpack is the perfect example. The first time or two, lifting, placing and tightening that backpack presents a personal challenge to be addressed. After that, for many on the trail, it’s a welcome assist when a friend holds the heavy pack in position while the wearer slips into the straps.

In sales, taking the initiative is what we do. In fact, as we address new opportunities, we should be there with the clear objectives of initiating a relationship, getting a sale and obtaining referrals. We need to be careful not to provide help or solutions where they aren’t welcome.

In such a situation, you might be more effective in working with others to rise above the obvious and focus on what they can do within their own circle of control to be more productive and effective in spite of the family situation.

Would you find value in a mountain hike with camping? That’s entirely your decision. Regardless, take a few of these sales lessons from the trail to enhance your selling and increase your rewards at work.

John Carroll is a coach, consultant, serial entrepreneur and president of Unlimited Performance, Inc. in Mount Pleasant. E-mail him at john@johncarroll.com.

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