You don’t want to look like your heroes, you want to see like your heroes… to internalize their way of looking at the world.” ~ Austin Kleon
This made me start to make a list of all the people who are my professional heroes. What is different about: how they think, see the world, do? What is the essence of my hero worship?
Then it is time to apply my Chinese Buffet Theory of life and decide not only what I want on my plate, but also how large a portion. Picking and choosing the things that I not only admire, but want to incorporate into who I am and what I do.
Steal Like An Artist, pg 36
If that doesn’t strike you as having anything to do with sales, what about this?
“If you want to catch a fish, you have to think like a fish.” ~ Bill Stinnett’s Dad
When you hear Bill speak, he expands and says that his Dad told him to think like a fish… not a fisherman. Extending that to instead of thinking like a salesperson, think like your customer. A concept he believed enough to write a book about!
If you combine these two things – adding to your repertoire:
- the way your heroes look at the world &
- thinking about your products/services from the perspective of how customers use them
you’ll become unstoppable.
Share who you want to think like & see like with us!
Over the next month or so you’ll see a theme to my blog posts. I’m stealing from Austin Kleon, but it’s ok because I’ll Steal Like An Artist!
Steal Like An Artist, pg 39
For me every once in a while something new will hit me HARD, changing the way I think – not completely but in ways I wouldn’t have imagined possible ‘before’…It may be a simple sentence
“Lynn, they don’t have any expectations only you do. Let it go!” ~ Diane Harter-Walsh (about new content I’d never presented before)
She probably doesn’t even remember saying that, let alone know what impact it had on how I go into presenting today.
Austin Kleon’s book is like that too. I don’t remember where I came across the video of his presentation at The Economist’s Human Potential Summit, but that is what started my latest mental shift. I even bought his Newspaper Blackout poem book because of it.
The new book is already highlighted & tabbed with ideas to be shared or implemented in my own world.That is what you’ll see here, with the TeleSales Twist added.
A few that I currently have no clue what to do with but feel important enough to explore.
Which brings us back to – What’s hit you lately? Share it here and you’ll probably inspire someone else… maybe me… to steal from you too.
Good Morning, this week I’m going to ask you to check out my guest post on Increase Sales Blog: Do you have an attitude of abundance? While you’re there check out Leanne’s fantastic stuff and her other guest bloggers too! Happy Selling, Lynn
Want a little taste before you CLICK?
Taking an attitude of abundance means that every time you meet a new sales prospect, your brain believes that there are enough prospects out there and is evaluating if THEY ARE GOOD ENOUGH FOR YOU. That may sound elitist, bear with me… not all prospects are created equal!
This morning I’m in search of inspiration: for my newsletter, radio show, blog posts, etc.
Which got me thinking that sales calls take inspiration as well. The inspiration part is like a kite on the beach it is the raw potential for having fun, laughter, joy, success.
- Without you to hold the string – inspiration will just fly away
- Without the wind to fill the kite – ideas will not go anywhere
- Without the the two together – you can’t soar
The wind in your sales call is the prospect you’re with. Hold on by asking questions that make them think. You’ll be amazed at the beauty of that flight.
Find your sales inspiration!
Today make sure you take control of your kite, run down the beach a little to get it to lift and soar.
This is a picture of my Mom and today it made me think about the people that have helped me get to where I am today.
Without her love of skiing, I wouldn’t have my own passion for the sport. I do believe that “Gravity is love and every turn a leap of faith” ~ unknown
How about in your sales career, who has helped ignite your passion? Help you find your way? Believe in your success before you believed it yourself?
For me the list is long and includes people who know the affect they’ve had and others who probably have no idea the impact they have had on my career.
Choose someone on your list and call them up. Say thank you. Share what they have meant to you and your career.
Then spend the rest of your day making sure you’re living the kind of inspiration they gave to you – pass it on!
That’s it for today; I’ve got to go call my Mom, along with a sales mentor who doesn’t have any idea the impact he had on my career 🙂
A Chip Off the Block – Photography Edition this month asks the question: What is most important to your sales success?
In the TeleSales Twist I give Two Important Safety Tips & a little hint.
ONE – think about the notes you enter into your CRM system like a book: what is the subject? chapter title? heading?
Now you can easily refer back to information you need weeks… months… years from now.
TWO – if you’re hit by the metaphorical beer truck on your way home, will your coworkers be able to help your prospects & customers while you are convalescing?
Make sure your notes make sense & help people who return your calls to be quickly assisted.
Little hint… if you can type while you’re talking, taking notes that way will save time! BUT the person on the phone needs to know you’re not surfing the net… Tell them you’re taking notes about THEM.
Then my friend Debbie Mrazek (of The Field Guide to Sales fame) sent me a note…. with an additional idea that I have to share with you: One other thought for “notes” is that with voice recognition software becoming much better and more affordable you don’t even have to be able to type fast enough to capture notes you can simply speak them and the computer transcribes them as you go!
How cool an idea is that!
If you’re not a bird, you can’t be successful winging it!
I recently recorded a show on Questioning for Better Communication for my Sales Coaching over Coffee radio show (it will air in March), where I talk about the 5 Ps of good questioning.
Although I’m not going to go into, that whole concept here (stay tuned for the show). What I would like you to notice are the FIRST THREE Ps…. plan – no wings here, prepare – still not winging it, and practice – certainly not winging it.
To be successful in sales we have to have objectives for our calls and a plan of how we are going to achieve our objective. This doesn’t have to be unique for each call – rather many calls we make will have a shared objective and plan.
Need an example?
- My Cold Call Objective – determine how what I do would fit into their existing sales training program.
- Prospect Objective (this is my objective for what action I want the prospect to take) – they and one other person on their team to listen to a 15 minutes quick tip teleclass and have a conversation with me about it.
- Opening Statement – ___________, Most people I speak with are trying to increase their sales numbers YET don’t have time to spend with the people who are already good salespeople WHO with focused attention could be fantastic.
- 1st Question – May I steal 3 minutes of your life so we can both decide if having a conversation about sales improvement for this segment of your team makes sense?
- Crafted Qualifying Questions – I’m not going to share these here but rest assured I have them!
My questions in the conversation might never change, what makes it interesting is the prospects side!
This doesn’t mean I don’t tailor my objective with Trigger Events (thanks Craig Elias) or insert info I know about the company into my questions. It does mean I don’t spend hours figuring out my objective, prospect objective, opening statement, and first question for each cold call I make!
Make sure you’re ready to have a great conversation every time someone answers the phone…. or you are kicked to their voicemail. The only one’s who can soar through winging it are the birds.