This Cooking Technique Led to a $30/K in Sales

There’s a French cooking technique that just about every good restaurant in the world utilizes. Regardless of cuisine, location and Google Reviews, this is a practice that has to get done, no matter what. When I first watched this practice a few years ago in a chef documentary on Netflix, I immediately thought of how it could be applied to the sales world.

The technique is called mise en place which in English translates to “everything in its place.”

Let’s say you want to celebrate with your anniversary with your partner and decide to go to an upscale restaurant for steak and martinis. (If you’re ever in the Milwaukee area, try Eddie Martini’s, my wife and I have been going there for years for our anniversary and it can’t be beaten!)

What you may not know is the kitchen staff has been at the restaurant for several hours in advance. A kitchen doesn’t simply open 30 minutes before the first customer comes in and says, “we’re ready, bring on the customers”! They’ve spent the day in hurried hustle, anticipating the night’s rush of customers and patrons.

They’ve spent time meticulously peeling, slicing, blanching, roasting and chopping vegetables. Their spices are ready to go. Sauces have been crafted for hours. Meats have been marinating, or dry aging, trimmed and ready to be grilled or roasted. The staff has made the “special of the night” and has adjusted the flavors of the dish so it’s perfect. The chefs have talked to the servers, bartenders, and staff, so everyone is on the same page.

The kitchen is ready to do business. They’ve spent hours getting ready behind the scenes to make sure you have an awesome experience.

How can you use this in your business?

Let’s think about how most businesses and salespeople start the day.

Hit the snooze button a few times, start the day running behind and trying to play catch-up. Rush to get the kids out the door, fight traffic, and arrive at the office with just a few minutes to spare before 8:00 am. Get your coffee, and walk around the office talking to others about the game last night. Spend the first hour or so checking email, social media, scores, and blogs. Get ready to start making some calls, or responding to clients, and go.

This might not be your morning, but we all can still learn something from mise en place.

Be ready to do business and be intentional.

Too many people stumble into work with no real plan for the day, ready to take a scattershot approach throughout the day. Take a page from great chefs and have everything in its place. Have a plan, be ready, and start cooking. Having a plan starts before you leave the office the night before.

You may not have to peel potatoes or dice carrots, but what are the little things you can do to get your sales day lined up for success? What’s your equivalent of making the sauce, or prepping the steaks?

A quick strategy for you to start using is a brain dump. I first learned about this strategy from my coach Craig Ballantyne and it’s been really helpful at removing the clutter from my brain, and getting it all out before I go to bed or end my work-day. Spend 15 minutes before you leave writing down all the tasks, follow-ups, and to-do’s you need to get started on the next day. Then spend a few minutes reviewing and blocking off your calendar. If you’re like me and need a gameplan of what you’re going to do or else you get distracted, this is a real help!

Next, when you get into the office the following morning establish a new morning start-up routine. Everyone has a morning start-up routine and maybe yours is to grab a coffee, chat with co-workers and then check email. Try establishing the start-up routine that’s going to get you launched for the rest of your day.

Here are some ideas to get you thinking:

Demonstrate your pitch in a mirror, or out loud before you make a single call.

Start with a quick sales stand-up, letting teammates know what you’re goals are today and hold each other accountable for completing them.

Write for 30 minutes. Think about the case study, or customer success story you’ve been putting off and can never find time for.

Start your day with “role practicing” the common objections you’re going to experience with your fellow sales team members.

Have a sales huddle where everyone listens to a motivational song or video before you start the day.

Call 5 high value and high ranking prospects as soon as you get in. You’ll have their name, number, and email ready to go so you can call first thing.

These are just some of the examples an intentional start and incorporating mise en place into your morning could look like.