A key commercial skill which is often lacking among "right brained" players is PLANNING, or being ready for any partnership conversation. By failing to prepare, you are preparing to fail.
This worksheet will help you capture the facts and details + the stories so you are #prepared for powerful conversations. This preparation will boost your confidence and that of your champion. Hoping to get lucky on your next call? Forget luck and rely on preparation instead. This is being ready.
The Be Ready Worksheet is relevant throughout a customer lifecycle. Update and revisit for each interaction and meeting. Bring to review meetings with the commercial or product team.
Great leaders are terrific followers. The Hero knows this. Do you have the assertiveness it takes to convey your agenda but also willing and able to follow the other gals?
Do you have a system for keeping your marketing content emotional, rational and relevant? Do you have a method of pushing yourself and your client into the unknown? The Hero’s Journey outlines an individual mindset that helps you navigate the easiest to the toughest conversations. This is not a sales process or qualification tool. This is how to use insight. This is the Hero's Journey.
Seeing a customer's perspective and yet still offering your own is THE most important commercial skill. Practicing the Hero’s Journey is an art that you can begin today.
The best way to "sell" others is to first manage yourself. This starts with mindset and attitude. This cartoon reminds us that either the Hero or Dragon is in charge. The Hero is growth-minded. Optimistic. The Dragon is fixed. The Dragon is a victim.
You are the Hero when you are open to learning and question assumptions. You are the Hero when you are open to possibly. You are the Dragon when you focus on your outcome over the process. You are the Dragon when you let fear dictate behavior.
Don't be the Dragon. Taking on a growth mindset will improve your resilience, grit, and growth. It won't be easy. Remind yourself and others that we can only dictate our own actions and words. Be the Hero.
Want to know how to persuade others to do anything? Use your ears! The best persuaders lead with their ears. Do you listen deep and completely? Sales has a tendency of doing a lot of talking, but the listening is what does most of the selling.
We'll show you how to LISTEN like Socrates and apply the dialectic method. You will work to "valorize" your customer journey (not qualify) and chase the close together.
Don't know how to be argumentative and cooperative at the same time?
Walk the path of Socrates.
And remember, you have so much more to learn and discover than you have to demo and tell.
Being genuinely curious while holding your own agenda is difficult. We're 'hear' to help. This companion to Socratic Listening will help you isolate common reservations and objections and keep the conversation moving with the right intent and emotion.
Regardless of your "shadow" we will help you calm down or pump up the tempo around the average reasons everyone says yes or no.
Want to be able to keep your emotions at bay when the other gal says "thats too much", "too little" or "I have to talk my team", "the boss"? Continue the Hero's Journey and make plan in the moment around the things that matter most. The results will surprise you.
In The Netherlands, there is this great idiom called the "schaap met vijf poten", which translates "sheep with the five legs". It's used when referring to a super human or an unreasonably talented character.
It's when you see someone who has clearly mastered themselves and their craft by honing their talents and controlling their bad habits. The famous psychologist Carl Jung believed we all lack in one of 4 disciplines in our personality and that is our "dragon" to defeat.
Do you want to convert more conversations into action and correct those nagging habits that hold you back? Don't worry, your job is not only to do that for yourself but also to help the other gal!
What you fear the most right now is probably the thing you need to do most! We know this to be true yet as humans we still fail to prfioritize the vital few projects or next actions that will further our cause.
This is why we need a discipline to help us structure our Monday, Tuesday, Wednesday, Thursday and Friday. Start Monday by "planning", then conduct your week paying attention to what "has your attention" and then "checking" and "acting" at the end of the week.
Do you want to achieve more in less time through ruthless prioritisation? Now you can with this simple tool! Use digital tools if you like (Asana, calendar, etc) but make sure to capture the plan!
Do your stand-ups lead to purposeful target attainment or end in frustration and missed objectives? The problem isn't that the team isn't getting the message or pushing themselves. The problem is the system!
This is why you need to augment your current weekly, monthly and quarterly team meetings. This excerpt from our Agile Commercial Team Meeting series is an example of something we can all do today to improve our meetings.
You just need to make the "how" is distinct from the "why" and "what" (leave those the leaders) and make time for the team to "backbrief" at a level that other teams can learn together. Consider 3 team Friday reviews led by a quarterly elected rotating facilitator.