There are sales people who lead and those who follow – which are you?
Your thought leadership point of view should differentiate you from your competitors, establish you as the ‘go to’ expert in that field and position you as a trusted advisor …” Craig Badings, author of “Brand Stand: Seven Steps to Thought Leadership”,
Sounds pretty snazzy, doesn’t it? So how do you get it? What’s the first step, second and so on? “Will someone do the thinking for me?”, I can hear some of you thinking.
Unfortunately for those of you who aren’t prepared to literally put your thinking caps on, you need to make time, take time and do the time. Make an appointment with yourself to simply THINK! If the likes of Charlie Munger, Mike Milken, Warren Buffet all make decisions because they create thinking time, wouldn’t this single thought leadership strategy make them worthy role models?
The problem is when we do make a conscious effort to think, most of us end up daydreaming – well I call it deep thinking time! We say we don’t know what to think about. To contribute to a clients business by providing thought leadership, some may say ‘I don’t know what I don’t know so how can I expand my thinking’ or ‘I know all I know on that topic’ . I think the real problem is we don’t do what we already know how to do.
Your task, should you accept it, is to:[list_item]Consider a challenge your client is having[/list_item] [list_item]Make time to think it through laterally and[/list_item] [list_item]Come up with a thread that you can unravel, flesh out and use creating your own intellectual property and so contribute to their decision making.[/list_item]
Now that’s what I call a sales leader!
Be Bold and Brilliant!
Bernadette McClelland is an expert in sales conversations that drive value and deliver million dollar results. Contact her office now on 1300 935 226 or [email protected]