It’s Time Sales Became Provocative…
The best thing about a blog is that it is random thoughts captured and shared. The best part about being a trusted advisor is that it is also about thoughts that can be captured and shared, but perhaps not random ones – although in saying that, how cool is it where you do have a relationship that allows you to randomly speak your mind and brainstorm without fear of embarrassment or judgement. Where you can travel down meandering streams , go off track and find your way back again. After all, isn’t that the environment where ideas take shape and change occurs.
Create an innovative environment where this happens and enables your client to share their thoughts and ideas – and in a considered way, challenge them!
How? Challenge their thoughts, not them, by asking meaningful, deeper level questions and don’t be afraid to be provocative with insightful statements. When you do the conversation will enter an entirely different phase and your credibility and sincerity will shine through. Remember the words of George Bernard Shaw: Don’t restrict yourself to seeing things as they are and asking, “why”. Dream instead of things that have not yet been, and ask “why not?” Some of you reading this, whether you are at yellow belt (product focus) or green belt (solution provider) stage, hearing your clients express their concerns or challenges may be a trigger for you to start justifying your product or service because you don’t know where to go or what to say next. Resist it on purpose, be curious and see what nuggets of gold you uncover.
Be Bold, Brave and Brilliant
Bernadette McClelland is a Keynote Speaker whose message for businesses, sales teams and associations is based on mastering 'absolute certainty in an environment of absolute uncertainty'.
Her signature keynote 'ABSOLUTE CERTAINTY - FINDING YOUR BRAVE' is ideal for those environments looking for fearless leadership, shorter sales cycles and higher performance.
Her business, 3 Red Folders is a sales force development company headquartered in Melbourne, Australia designed to create sales centric cultures through sales strategy, process and psychology.
She is an award winning speaker, coach and author having proudly coached Harvard MBA students on their sales enablement curriculum, been the Master Asia Pacific coach for Anthony Robbins across twelve countries, authored five books on leadership and sales transformation, won a coveted Telstra award for Business Excellence, recognised as one of the Top 35 Most Influential Women In Sales globally and continually shares her ideas around behaviour, the brain and business growth on stages in the UK, Europe, Thailand, India, NZ, Australia and North America.