Read and make note of those things you read that really speak to you.We might read a 300-page book…and see only 3 things that spoke to us. That’s fine.Take those three things and try your hand at writing about them.
You learn more when you write about something.
-B. Caskey
Not many of us practice empathy. Our work with Hogan Assessments indicates that 80% of us have an “empathy deficiency.” Does your leader empathize? Probably not. But you can’t complain if you don’t practice it either.
Next time someone tells you something, don’t change the subject. Dig deeper. Ask them their feelings about the topic. And ask them “why” they feel that way. Don’t pry into their personal matters—just care enough to ask the next logical question. It’s profound what you’ll hear.
Have a system for fleshing out ideas. Great ideas, if not written down, disappear. Make it a habit to acknowledge your ideas by giving them the respect of writing them out. Great authors will tell you that the ‘very act of writing about something makes it more real.’ So give your mind some respect and flesh through some of your ideas.
Find inspiration in others…books …authors…online. Put a different quote up on your mirror each week. Take it down to your quick print store and have them design a look for it so you’re proud of seeing it on your mirror.
Here’s one you can begin with by Gandhi. You’ve heard it before but it never fails to inspire me, “A man is but the product of his thoughts what he thinks, he becomes.” You don’t have the be in the same room with someone to learn something from them.
In this episode, Brooke Green takes a look at how we can improve the creative juices that make up the sales mind. Yes, sales people MUST be creative, but most are a bit afraid of it (our opinion). So Brooke let’s fly with some ideas.
Also, Bill Caskey rants about a cold call he received from an insurance agent (with a huge national brand).
*Watch other Whiteboard Wednesday Episodes: www.youtube.com/whiteboardwednesday
*Coming June 27, 2011, Bill Caskey and Bryan Neale interview Pat Williams – Senior Vice President of the Orlando Magic. View the episode “What Every Salesperson Can Learn from John Wooden” at http://www.advancedsellingpodcast.com/what-every-salesperson-can-learn-from-john-wooden/.
We don’t pay enough attention to “forward progress.” Appreciate it. Look back and marvel at your accomplishments. How often do we do that?
You’ve heard of the gratitude books – where you write down what you’re grateful for – so that more of it comes. Same with this. Each week, write down your list of accomplishments and revel in them for a bit. Don’t let that stop you from growing by reading the next great book – but smell the roses occasionally.
-B. Caskey
Role model…be careful before you pick one. We get the request often to ‘create a mentoring program.’ It all sounds good in theory. But there are many things you have to look at before you select one. Unconditional interest’ in your success is one. They can’t care about you more than you care about yourself, but they have to have some kind of interest in your outcomes.
OK…so the headline might be a little harsh (and maybe I’m a bit grumpy tonight). But I must tell you — that while I’m happy to help out-of-work sales people network, I’m frustrated with their general lack of creativity when it comes to job hunting.
Let me see if I understand this…you fancy yourself as a great sales person…and you’re looking for a job…and you network with me…and you expect ME to hand over my database and go out of my way to call my contacts to ‘see if they’re hiring’ — and all you can do is hand me a resume?
That’s the extent of your salesmanship?
As I’ve said before in this blog, the sales person of the future MUST be a good marketer–not just a good closer. And the best way to demonstrate your marketing prowess is in how you position yourself when hunting for a job. Yet most are clueless.
My Great Idea…Met With Luke Warmness
So, I got called the other day by a friend of a friend who was “networking.” I told her to go to LinkedIn (she was all over LinkedIn) and put up a Google app that allows you to create a PowerPoint presentation to exhibit your know-how.
It’s not often that we get to have an esteemed guest the level of Kevin Eikenberry (From Bud to Boss) but we have him on The Advanced Selling Podcast.
(Listen to the rest of the podcast “From Sales Person to Sales Leader” : http://www.advancedsellingpodcast.com/from-sales-person-to-sales-leader/)
Also on this week’s episode, Brooke Green talks about how we can cope with the recession by understanding the “new reality” of selling. Also, in our “Mailbag” segment, we address the ever-serious topic of ‘how to get access to decision makers.’ Enjoy!