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Passion

Why all leading salespeople must become authors – and how you can start today

by Paul Sparks on October 2, 2010

How important are you for your clients to stay in touch with?

Why would potential clients want to meet you?

We know that professional selling is undertaking a major revolution in approach, application and execution.  We know that if you don’t bring extra value to the sales encounter – then you should expect to be treated like a commodity, and have buyers simply focus on your price once you’ve ticked the essential shopping list items.

At a recent event I hosted, sales researcher Neil Rackham stated that if salespeople can’t bring additional value to the negotiation table, then they’re wasting their time – and if they don’t change from walking brochures to sources of information, they’ll soon become redundant.

In this article, we’ll assume you know this.  Not only do you know this – but you’ve built a strong store of knowledge, expertise and experience which your clients (and potential clients) value.

Now what?

Write about it – and share your knowledge with the world. 

And you don’t need to be Shakespeare to write a good article, white paper – or even a book or book chapter which resonates with your audience.  Simply follow some simple tips, and you’ll end up with a good piece of work which will introduce you and your expertise to an eager audience.  After all, if you really do have the knowledge and experience to solve other people’s problems – they’ll want to know about it.

Why write?

It’s simple – written articles – especially those formally published – have credibility and add to the authority of the writer.

From our youngest years, we’ve been told that the library is the place to find information, learning and wisdom.  And especially in today’s digital world of way too much information, the published word is rightly assumed to carry more weight than the other 99% of stuff which is just on-line.

We also assume that if you’ve taken the time to write and publish, then you probably know a bit about your subject – and probably more than most.

Published material has been sifted – it points to material that others also think has value.

So – the reasons are simple.  Producing a published piece of work will give you these four things that all experts seek:

  • Credibility
  • Authority
  • A unique voice in a cluttered world
  • Wide reach

Plus lots more, including these:

  • People looking for speakers at events are more likely to consider you if you’re published
  • Journalists, bloggers, and anyone looking for an expert comment will be more likely – and able – to seek you out
  • It looks great on a CV or a submission
  • Other experts will look to connect with you

And – there’s that nice feeling of knowing you’ve done it!

Who should write?

Anyone who wants to build a credible, authoritative and authentic profile with others.

Do you have knowledge, expertise or experience in a field which could benefit others?

If so – you’re a good candidate to be published.

It doesn’t matter whether you’re an employee of a large corporation, a partner in a small consultancy or an individual consultant, coach or trainer.  All that matters is that you have information of value – and want others to know that you’re an expert in a particular field. Continue Reading…

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Passion and obsession in life, business and sales

by Paul Sparks on November 25, 2009

As salespeople, we often hear that we need to be passionate about our products to sell them effectively. And this is probably true.

But what does passion look like, and how do we display it? 

This video is an example of what passion in business and life looks like.  John Nese is the owner of Galco’s Soda Pop Stop in Los Angeles.  His shop carries over 400 types of soda and soft drink.

Is he passionate – yes.

Is he obsessive – it seems that way.

The video raises many questions we can ask about ourselves and how we “sell” to people with passion.  Have a look – and then challenge yourself to ask some questions about what you’re doing to pursue your passion – and how, as a salesperson, do you connect with your clients’ passions.

Life’s short.  Too short, to quote Wayne Bennett (the coach of the St George Rugby league team), to die with the music still in you.  But we also need to be realistic about pursuing passion to make sure we’re not just tilting at windmills.

Here are some questions about passion and selling to get you going.

At a personal level:

  • Do you have a passion that dominates your thoughts and your life?
  • Does your work help you maintain and build your passion?
  • Is it a stepping stone to a role which will align with your passions?  Why – or why not?
  • If you don’t think you’re a passionate person – that’s cool – perhaps it’s not an essential element of life.  But have you reflected on your ultimate goals – what do you want to make sure you’ve achieved in your time on planet earth?

Most of us, when we really think about it, have something which drives our life.

OK – so you’re passionate about some things – to some degree at least.  Now consider you current sales role:

  • Do you connect with the passion of your clients and prospects?
  • Does your work – and the opportunity to help your customers – add to the joy of your life?
  • Or would your passion be better channelled elsewhere?

We all want to be with others who genuinely share our interests and dreams.

It doesn’t matter what you sell – you need to at least be passionate about what your products do for your customers.  Even if your industry or products are boring – so what.  If what you sell helps your customers achieve their goals, you’re on a winner.

If you have a passion to see your customers get what they need, you’ll succeed in sales.  You’ll also be on a road to see your own dreams and passions be realised.

Enjoy the journey – and good luck.

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And thanks to Ian Wrenford of Innish Consulting Services for bringing this to my attention.  Ian works with organisations of all sizes that are looking to innovate their strategy and market positioning.

www.innish.com.au

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