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Transformational Selling

Transformational

Find the need.

Uncover the pain.

Discover their problem.

Those are classic principles and practices of professional marketing salesmanship.

And they are powerful because not only do they work, but they also do provide a great service in that they get people emotional enough to catalyze them moving past procrastination and into taking the action they need to improve their situation.

There’s nothing wrong with that (as long as it’s not manipulative and as long as your solution actually works) and so you can keep doing that. But that’s not the only way to sell.

Servant Selling is also about creating a vision for what’s possible.

Servant Selling is also about inventing a more positive future outcome.

In other words, Servant Selling isn’t just about focusing on the pain; it’s about also focusing on the promise.

It’s teaming up with your prospect together to design a new richer future for them.

It’s understanding what their ideal situation would really look like and then collaborating with them to craft a plan for how to make that become real.

That kind of Selling is transformational.

That kind of Selling is supportive.

That kind of Selling moves you from persuasion to partnership.

It moves you from being a presenter to being a visionary.

It moves you from being an order taker to being an artist.

And it moves you from being a solicitor to being a servant.

Plus, talking about the promise – and not just the pain – keeps you focused on producing a desirable result for your prospects and your customers.

It focuses you on providing real value and delivering actual results.

That’s what people want: results.

They want a new and improved situation.

They want something that actually works and that actually delivers.

What they don’t want is to be sold something just because they had a need.

They want the problem actually solved and the potential actually realized.

So remember selling isn’t only about solving problems; it’s also about inventing possibilities.

The Answers Behind the Next Door

door

“The answer to every single problem you ever have is behind the next door.”

That was one of the first principles I was taught as a 19 year old college student working to pay my way through school over the next 5 summers selling educational children’s reference materials door to door in The Southwestern Advantage Program.

They would tell me…

When you’re tired…knock on another door.

When it’s raining…knock on another door.

When you haven’t made a sale in 3 days…knock on another door.

When you have a flat tire…knock on another door.

The answer to every single problem is behind the next door.

Today I don’t literally knock on doors anymore, and maybe you don’t either.

But my guess is the principle still holds true no matter what you’re doing.

It’s the principle of persistence.

It’s the principle of resilience.

It’s the principle of grit.

The ability to continue on in the face of rejection.

The ability to keep going when most people would quit.

It’s the power to know that you will not be stopped.

Nothing will hold you back.

Because you’ve already decided that no challenge, no setback, and no naysayer is going to keep you down.

You’ve already decided that even when you get beat up, you’re going to be the kind of person who gets up and makes another attempt.

You’ve already decided that your dream matters too much to be squelched by the temptation of quitting.

You’re going to be the kind of person who takes another shot.

You’re going to be the kind of person who fights another round.

You’re going to be the kind of person who knocks on another “door.”

The answer to every problem you have is behind the next door.

So don’t stop.

And if you can, don’t even slow down.

Decide right now that you’re going to solve every problem by making another phone call, taking another at bat, going another round and doing what most people never will…

Keep going no matter what.

The Answers Behind The Next Door.

The End of Ego

EGOEvery human is a compilation and expression of every person they’ve ever met.

We are shaped by one another.

We are connected to one another.

We are powered by one another.

Every thing that we do is enabled by someone else having done something before us that paved our way.

Every thing that we think has been informed by all the ideas and educations developed by our predecessors.

Every tool that we use was improved upon by generation after generation who came before us.

It thereby stands to reason that none of us can take sole credit for anything that we’ve done.

None of us are entirely individually responsible for any level of success we may have had.

None of us are so great that we created anything all on our own.

Therefore none of us should really boast.

Because no success happens in a vacuum.

And there is no such thing as “self-made.”

We are completely and utterly reliant and dependent upon those around us to achieve what we achieve.

Arrogance then is not an expression of confidence but of ignorance.

And ego is not only an expression of lack of awareness but also of ungratefulness.

If there is anything we have to be proud of, it’s the fact that we live in an amazing world, full of amazing people, who have created amazing things all around us usually through little to no fault of our own.

Why Workplace Culture Matters

Workplace Culture

If you plant a perfect palm (tree) seed in North Dakota, the seed will not grow.

Why?

Is it because the seed is bad?

No.

It’s because palm (tree) seeds need to be in very warm places with high humidity in order to sprout and grow.

It’s not just the seed that matters.

But also putting it into the right soil.

Typically when we think of improving performance, we think of improving ourselves – and that’s a good thing.

But leaders can never forget that it’s a two part equation: “right seed right soil.”

As performers, we’re like the seeds. And our job is to always prepare ourselves to be the best.

But as a leader our job is to also prepare the right soil for our seedlings to sprout.

Too often leaders blame a person’s poor performance on their lack of commitment, their lack of skill, or their lack of discipline.

But the reality is that many times the seed is fine, they just aren’t in “the right soil.”

They haven’t been given the right tools.

They haven’t been given the proper training.

They haven’t been given ample attention.

And just like a seed won’t sprout if we don’t provide the proper care, neither will a good team member ever perform if they are in the wrong environment.

It’s always about the right seed and the right soil.

So if you’re a leader make sure you’re not only trying to find the best seeds, but that you’re also doing the work to prepare the proper soil.

Radical Leadership with David Burkus – Episode 180 of The Action Catalyst Podcast

radical

David Burkus is a best-selling author, an award-winning podcaster, and associate professor of management at Oral Roberts University. His latest book, Under New Management, challenges the traditional and widely accepted principles of business management and proves that they are outdated, outmoded, or simply don’t work — and reveals what does. He’s delivered keynotes to the leaders of Fortune 500 companies and the future leaders of the United States Naval Academy. David is a regular contributor to Harvard Business Review and Inc.

Show Highlights:

  • “Great leaders don’t innovate the product, they innovate the factory.” – Dane Atkinson
  • A boost in moral happens when mutual trust is formed. @davidburkus
  • We are living in a 24/7 World and it is killing us. @davidburkus
  • Are we overloading our people with too much communication? @davidburkus
  • Leaders should be in the business of elimination. @davidburkus
  • What things block your people from doing their best work? How do I eliminate them? @davidburkus
  • “The future is already here, it’s just not evenly distributed.” – William Gibson
  • As a company, don’t neglect the small things. @davidburkus
  • If we don’t challenge our thinking, we are in danger of going extinct. @rory_vaden
  • Ultimately, your not-to-do list is more significant than your to-do list. @rory_vaden
  •  You can’t use today’s time-management challenges with yesterday’s time-management thinking. @rory_vaden
  • The best thing you can do as a leader is to keep learning, growing, working and serving. @rory_vaden

Find out more at WorkSmarterSummit.com/Vaden

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!

Improving Your Life Trajectory

Life Trajectory

Why is it that some people’s lives improve along a steady or linear growth curve while others improve exponentially?

It’s because the future success of your life is determined by the trajectory your choices set today.

Similar to the power of compounding interest with money, time also compounds our choices.

When we make good choices at a young age, consistently over a long period of time, it doesn’t create a linear improvement over someone who doesn’t but rather an exponential improvement.

Similarly when we make poor choices at a young age, consistently over a long period of time, it creates the possibility of an exponential decrease of future opportunities and an increase of challenges.

It doesn’t mean that we are ultimately doomed to our history and our past, but it does mean that our best chance for shaping the steepest inclined trajectory for a positive future is to start immediately.

Good choices begets good opportunities.

And making good choices again when presented with good opportunities yields even more drastically positive opportunities.

But it needs to happen now!

You need to start today.

Because the sooner you invest into your own personal development…

The sooner you increase your work ethic…

The sooner you improve your attitude…

The steeper and more positive the trajectory you set for your life.

But you are in control.

You are the one who makes the decisions.

You are the one who makes the choices.

And your best chance for big opportunities later is always exponentially increased by making good choices right now.

So make good choices today and multiply.