Carmine Gallo writing in Entrepreneur magazine last month offered up his seven principles that drove Steve Jobs success. Gallo suggests that “any of us can adopt them to unleash our ‘inner Steve Jobs.'” So, to unleash your “Jobs-siness” in sales I suggest reading Gallo’s list and considering the following –
1) Do what you love. I’ve never been someone who could sell ice to eskimos. If I don’t believe in my product, love my product, I can’t sell it. For me, life is too short to work on something dispassionately. If you don’t love it, why should someone else?
2) Put a dent in the universe. What’s the big vision for how your prospect’s world will look if you work together? Consider whether you have created a vision big enough to excite others.
3) Make connections. If you are reading this blog post you probably already consider yourself a life long learner. Why else read a blog on sales? Good for you! Now, think of all the meaningful events and activities in your life. How can they contribute to and inform your next important client interaction? For Jobs, among other things, it was the connection between calligraphy, India and designing computers and electronics.
Me? I went to law school and practiced law for a few years. Hated the career, but loved the education. Believe it or not, it helped me learn to empathize with my prospects. Much the way a lawyer needs to analyze both sides of a negotiation or dispute, a good seller understands his prospect’s point of view. So, my law studies helps me be a “student” of my prospects.
You are the sum of your experiences. So use them to relate to others.
4) Say no to 1,000 things. Can you disqualify an opportunity and rationalize your pipeline? Can you fire a customer who isn’t worth it? Saying “no” and “No Way” can help clarify why you are working on the good opportunities and with the attractive clients.
5) Create insanely different experiences. Are you offering up anything that differentiates you from your competition? Or, do your conversations, presentations and websites fill up a Buzzword Bingo card?
6) Master the message. Create and practice your personal and company stories and DON’T WING IT.
7) Sell dreams, not products. The things or services you sell are only props that help your clients achieve some goal or objective. So, talk with them about their goals, objectives, challenges, struggles. Then show how using your stuff can help make the dream come true.