Are you someone who just breathes in?
When I first heard someone say this, I loved it because it says it all!
Are you someone who simply sucks the air in, or are you someone who contributes?
I’ve written a lot lately about the obvious difficulties we’re experiencing, selling remotely in a market that faces constant disruption and an uncertain pathway forward. That’s not going to change in the immediate future, although as life goes, it’s certain to change at some point.
In the meantime however, how are you BEING in your network? You know, being…as opposed to doing. How do those in your network experience you? And indeed, have you stopped lately to even consider it?
You know I love asking questions because in the consideration of those questions, we’re able to shift our perceptions and open ourselves into new awarenesses that in turn inspire new courses of action. As such, I’m asking you to ponder my questions to you so that you can determine where the work begins on how you want to “Be”.
How often do your customers or prospects think about you unprompted?
The simple test of this is the number of opportunities that come from referrals as opposed to actively going to the market. If it’s less than 50% I’d suggest there’s some work to do here. How do you become more front, top or on the mind of others? By bringing them value as expressed by them. When was the last time you asked what they want to achieve in their careers or personally? When was the last time that you introduced them to someone who could contribute to their ability to achieve that, or sent them a resource aligned to this? It’s rare isn’t it? Because we think our role as salespeople is to stick to selling but this is changing. Transactional engagement is hard work. When you transcend that lower way of engaging, sales becomes easy because it’s not “selling”: it’s truly about helping them get what they need to achieve through your lens.
When was the last time you came to a prospect or customer bearing gifts?
By gifts, I mean something for them. An opportunity, a connection, some information that is helpful or something else…I had this experience recently when someone reached out to me from out of the blue and came with connections for me and opportunities. Unheard of. Did it get my attention? You’d better believe it! Was she also wanting to work with me (ie with me as her client)? Absolutely. But the approach was clever, and now. Take note salespeople: think differently, then take different action.
These will get you started. Let me know how you go. I’m more interested in what you do with what you know rather than in the knowledge itself.
Keep me posted