Information through observation
As sales people we almost always get our information through observation. Can't be any other way. Yes, I know, we read emails, visit forums, read newsletters, etc. However, if the researchers are correct most of what we know comes in the form of observation.
Let me categorize observation so we have a framework:
Category 1 - informal observation
Category 2 - directed observation
Category 3 - Polling.
Before I continue I will eliminate cat 3 as (probably) none of us actually perform specific projects, that is use professional polling techniques, to capture information. We use #s 1 and 2 almost exclusively.
Informal observation is nothing more than assimilating information we encounter in our day to day routines. For example, stuck behind a truck in traffic and see it is a company truck with name and phone number on its rear panel. Hmm, no web address. I wonder could they be webless? Could I gain a client? You've had these thoughts I'm sure. I know I have.
Directed observation is planned observation from a specific set of activities. For example, many of us will use yellowbook, yellowpages or google places to see if we can capture some clients. In fact, we do it so frequently it becomes a habit. Not doing it sends us into a tail spin.
I am about to make a wild ass guess. My guess is most of us are so tied to the direct observation category we ignore the informal observation mode. And, by doing so, we miss out on business.
This naturally poses a bunch of questions. Instead of asking them, let me stop here and simply request your "observation" of my guess. I will freely admit I'm guilty of letting the informal observation means fall to the wayside. But, and it is a sporadic but, when I don't and I get a client, I'm like Wow man did you see that?
Have at it and let's see if we can open some eyes to observation techniques and talents.
Thanks,
Tom
Let me categorize observation so we have a framework:
Category 1 - informal observation
Category 2 - directed observation
Category 3 - Polling.
Before I continue I will eliminate cat 3 as (probably) none of us actually perform specific projects, that is use professional polling techniques, to capture information. We use #s 1 and 2 almost exclusively.
Informal observation is nothing more than assimilating information we encounter in our day to day routines. For example, stuck behind a truck in traffic and see it is a company truck with name and phone number on its rear panel. Hmm, no web address. I wonder could they be webless? Could I gain a client? You've had these thoughts I'm sure. I know I have.
Directed observation is planned observation from a specific set of activities. For example, many of us will use yellowbook, yellowpages or google places to see if we can capture some clients. In fact, we do it so frequently it becomes a habit. Not doing it sends us into a tail spin.
I am about to make a wild ass guess. My guess is most of us are so tied to the direct observation category we ignore the informal observation mode. And, by doing so, we miss out on business.
This naturally poses a bunch of questions. Instead of asking them, let me stop here and simply request your "observation" of my guess. I will freely admit I'm guilty of letting the informal observation means fall to the wayside. But, and it is a sporadic but, when I don't and I get a client, I'm like Wow man did you see that?
Have at it and let's see if we can open some eyes to observation techniques and talents.
Thanks,
Tom