Big Ideas

Key Mindsets:

1. Self Discipline = Me Management
   • The most important commitment is the commitment to yourself
   • Self-discipline is the difference between success and failure
   • It is a fundamental attribute of all successful people
   • 3 components of Self-discipline:
     1. Willpower
     2. Fortitude
     3. Accountability
   • Routine maintenance is required in order to succeed at sales. And self-discipline is required for routine maintenance like:
     • Prospecting
     • Nurturing
       • Nurturing and desperation don’t mix
       • Should not be done sporadically
     • Maintenance of relationships
2. Caring – Desire to Help Your Customers
   • Caring is the key to relationships
   • Trust = (credibility X reliability X intimacy)/self orientation
   • Caring = sincere desire to help others
   • 3 elements of caring
     1. Empathy
     2. Intimacy – deep understanding of customer
     3. Presence
        1. More clients are lost because of your absence than any other cause
   • Caring is the ultimate killer app
   • Ways to be more Caring
     • Be a student of people
       • Listen to them
     • Imagine yourself in their position
     • Listen to and accept their interpretation
     • Make caring an action

 Key Skill sets:

1. Prospecting
   • Make a Prospecting Plan
     1. Make a list of dream clients
        • Reach Out
          • Look for referrals, Conferences, Cold calls, Social media, Email
     2. Nurture dream clients
        • Identify them and nurture them
     3. Build campaigns
        • It’s a series of touches
        • Don’t make asks in the first few touches
        • Provide value with each touch
     4. Use planned dialogues
        • Write out dialogues before calling
     5. Make prospecting a daily discipline
   • Put prospecting first
   • Don’t wait till you need it
     • It is never urgent until it is very urgent
     • It’s the discipline of sales champions
2. Diagnosing : Desire to Understand
   • Seek first to understand
   • Power question- “Why?”
   • Don’t interpret the prospects experience through your own
   • Unearth the constraints and problems
   • Ask the difficult questions
     • Small sales people ask weak questions.  The big ones ask difficult questions.
   • Allow the client to teach you how to Win
     • Stay curious
     • Stay Patient
     • Listen
     • Ask the questions to dig deeper
   • Good questions create better understanding and hence more influence