For the last few weeks, I have been building new workshop to help sales organizations speed up their ability to open the door for new, profitable, lasting client relationships by exploring some relatively simple concepts that deliver results more quickly.
“Great and inspiring leaders of the world think
opposite of most everyone else.”
For one of my clients, however, there was the critical request that a message of increased productivity be delivered while simultaneously preserving a high degree of personal autonomy central to the company’s culture.
In laying the foundation for this topic, I was reminded of this brilliant TEDx Talk from Simon Sinek, who suggests that many marketing and sales organizations have simply been telling their story all wrong. To understand why certain standouts have achieved rock-star-like status, he simply explains how they shifted the way they were telling their own story to customers.
In this talk, delivered at the TEDx Puget Sound in 2009, Sinek provides a simple explanation for how companies like Apple are able to connect more significantly with buyers by flipping the script on how they tell their story. He shares that “great and inspiring leaders of the world” think opposite of most everyone else. Explained by what he calls the Golden Circle, it’s revealed that the key to faster connection is to start with why you do what you do ….then explain how you do it …THEN share with the buyer what your product or service actually is.
Consider flipping the script with your prospects and customers this week by talking FIRST about WHY you do what you do. We’d love to hear your success stories below in the comment section. Let us hear from you!
If you have been in business for very long, then you most certainly have experienced the typical “next year, our goal is to do more!” Or, “this year, our goal will be $X million dollars in sales!” [A number seemingly pulled out of thin air, or worse…a number simply a percentage greater than last year’s total.] This is precisely the reason you should never set goals. Let me explain.
“More” is not a strategy!
There is no creativity in goal setting today. Too often, what often gets construed as strategic planning, is not much more than wishful thinking. In short, people are lazy.
insanity- Taking the same action over-and-over again, each time expecting a different result.
Unhappy with the fact that the company’s sales results were essentially flat for a number of years, a company president shared with me once that “he wanted more”. Isn’t that exactly what conventional wisdom says a company president should say? In fact, it is exactly what that same company president had said in each of the previous five or six years…each time with the same result- roughly the same amount of sales as the year(s) before. Are you surprised?
Activity Alleviates Anxiety
Filled with desire to achieve a new result, do you ever feel paralyzed & uncertain what to do? Research indicates that learning occurs in four stages (Read: Unconscious Competence- A Lesson From Sesame Street). To first learn a new skill, or achieve a new result, one must first take a new action to discover that you likely don’t know what you don’t know- and you need awareness to turn that newly discovered knowledge into action from which you can learn. Once you took that first step, did the outcome bring you closer to or farther from your desired result? Adjust. Try again. It certainly beats the analysis paralysis which prevents so many people from experiencing a change in the outcome of their efforts. Do something, even if it is wrong!
Where SHOULD You Focus?
To achieve big results, you must have a vision. To have a vision, you must allow yourself to detach from your past failures and engage with an image of what your new success looks or feels like. Go ahead. Get a vivid picture of success. What would be different if you achieved success? How would it look? Feel? Smell? What would people notice most about you?
Now, before you get overwhelmed with the natural feelings of “but I don’t know how to get there”, simply bask in that vision for a few minutes. Hey, take an hour!
Welcome back! Feels good, doesn’t it? Now, write down a list of new actions (short term) that would lead you closer to that vision becoming your reality. Want a new job? Apply for a new one every day for a month. Want to lose those extra pounds you gained over the holidays…four years ago? Decide to go for a walk for 30 minutes every day.
Recent, widely-quoted research seems to suggest that mastery of a skill occurs once you have exercised that skill for 10,000 hours. Becoming an “expert” is a lofty goal. [For those counting at home that is spending 12 hours a day, every day, for 27 months; or by spending 30 minutes a day for nearly 55 years-if you have that kind of time.] No matter your level of commitment each day, proficiency in any skill only comes from experience. There are no shortcuts!
Focus on building new behaviors. Experiment with new behaviors and identify the correlation with your vision. As you take more and more deliberate action in the correct direction, that vision will begin to come into focus. Celebrate the small victories. Track your progress toward the greater desired result. Just don’t gauge how well you are doing with a pass/fail mentality. Focus on moving yourself in the right direction. The big, satisfying goal will just seem to “happen”.
ACTION: Share a big goal publicly with others as a motivator to keep yourself accountable. Take a minute and describe your big vision below. Even if nobody reaches out to you to check your progress, YOU will remember it was posted here and the discomfort of complacency will encourage you to take action each day.
Eliminate Missed Sales Opportunities with this One Simple Concept
“The biggest rookie mistake in sales is working hard to finally get to a point where you can ask for the sale…only to blow it with a one-dimensional pitch!” – Scott Cooksey
When the pressure to create income is high, it is easy to let emotion take over…only to sabotage your success with a one-dimensional pitch. In this episode, Host Scott Cooksey shares techniques you can apply immediately to shift the conversation with prospects and clients from “Do you want to buy this product/service from me today?” to “Here are some options for how we could best work together as we move forward.”