Gordon Ramsay has been one of the @#$%^ hottest things on television in the past decade

Apart from the ubiquitous swearing, part of his appeal is his ability to tell the truth about the situation his restaurateurs are facing and then how. if they listen, they can build a fabulous business.

So, what can we learn about professional selling and negotiating from the man who looks like he’s gone ten rounds with a garlic press!

1. Dear client – do you know you have a problem? Despite looming disaster, Gordon has to get the restaurateur (read dope who thinks prawns go with chocolate sauce) to accept they are in the brown sticky stuff. In our corporate world, how often do we know the client has a serious problem in maintaining market share or cutting costs or speed to market? How often do we hold back, suggest, allude or hint rather than say, hey Mr. Banking Person – your customer service is about as attractive as Kevin Rudd in a latex body suit. Let’s get in front of the decision makers and tell them the truth.

2. We can solve your problem. Gordon says’ change the @#$% menu, keep it simple, rejig the decor and deliver quality produce at the right price and they’ll come in droves.

How often dowe overcomplicate the sales process with jargon, synergistic strategies and customer engagement models (I went out with one once, but she dumped me for a spin doctor!)

Let’s just change the client’s menu and show them how it solves the problem – SIMPLY!

3. New opportunities. Our civil tongue challenged friend then proceeds to discuss ‘What if’

What if we turn this rubbish heap into a Steak House?

What if we change our clientele for a younger, richer crowd?

What if we cook desserts at the table with more flare than a 1970’s trouser?

In sales, pro-active discussions with clients are often rare because many sales people say’ the client’s too risk averse or we haven’t built one of those yet’ Bollocks!

Let’s show the client all the wonderful opportunities for them if they bought your solution differently, or engaged in a longer term contract or used all of your services not just a few

There’s a bit of Gordon #$% Ramsay in all of us. Let’s do it.

 

Written by Elliot Epstein, CEO, Salient Communication

Elliot has trained and coached over 3000 people throughout the Asia Pacific Region and is a sought after keynote speaker on Sales, Negotiation, Leadership and Presentations.

E: elliote@salientcommunication.com.au

© Salient Communication 2008