December 9th, 2013
Be Bold: Know that you don’t know!
Ken: This a guest blog by Jeff Shore on his new book. I have written on this topic often, I believe it is almost a lost art in selling… I stress this with all my clients.
“The art and science of asking questions is the source of all knowledge.”
SUMMARY: Top sales professionals have this in common: they always want to be better. The best and easiest tool to use in an effort to get better is this: Ask questions!
In order to be in a constant state of growth, it is important to know that you don’t know! What I mean by this is that while an individual sales person can knock themselves out to improve their technique, put in countless hours, and chase down every possible hint of a lead, unless they expand their knowledge by way of those around them, they will still remain limited in their success.
The mantra to keep in mind in regard to being better at what you do is this: always ask questions!
Asking Questions ? Growth = Success
There is a wealth of knowledge to be gained from the people around you. Understanding the sales process from the perspective of your co-workers will enrich your understanding of your piece of the process and enable you to be better at it.
Think about the details and nuances of your own work that you know for a fact people aren’t aware of. Remember that every person knows such things about their own job. When you know these things about the work others do, that information will make you better at your own work!
When you need help in a sales process, you most likely think of going to your sales manager. While this is appropriate, instead of just asking for help, take opportunities with your sales manager to ask things like “What are some of the frustrations in your job.” And, don’t stop at your sales manager when asking questions. What questions could you ask your division president, your department head, or your lender?
APPLICATION IDEA: Stop right here and think about whom you might practice your curiosity skills on and what you might ask that person. Then schedule it. Now!
Asking appropriate questions at appropriate times does not communicate ignorance. A timely and thoughtful question communicates a desire to grow and an interest in those around you. When done well, asking questions makes the people around you feel respected, which is a bonus to increasing your own knowledge!
Get curious about how other people in your industry do their jobs and what challenges they face. When you are bold enough to ask questions, your world will change!
“I have no particular talent. I am just passionately curious.” Albert Einstein
About the Author:
Jeff Shore is a highly sought-after sales expert, speaker, author and executive coach whose innovative BE BOLD methodology teaches you how to change your mindset and change your world. His latest book, Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance, is forthcoming from McGraw-Hill in January 2014. Learn more at jeffshore.com or follow Jeff on Twitter.
More About the Author:
For more than three decades, Jeff has guided executives and sales teams in large and small companies across the globe to embrace their discomforts and deliver BOLD sales results. In a crowded field of sales experts and training programs, Jeff Shore stands out with his research-based BE BOLD methodology. Combining his extensive front-line sales experience with the latest Cognitive Behavioral Therapy research, Jeff has created a highly effective, personalized way to reset sales paradigms and deliver industry-leading results. Jeff doesn’t just teach you how to sell, he shows you how to change your mindset and change your world.