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:
- Consider a challenge your client is having
- Make time to think it through laterally and
- 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.
Now that’s what I call a sales leader!
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.