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September 03, 2015

WHEN DO YOU MOVE ON?

The funny thing is, the people who need to change the most aren’t open to it; often they don’t even know it and seem to live in a bubble. I am sure you have encountered many people who are like this. I certainly have! …and they can be a challenge to work with. Can you get this person to open themselves up to thinking in a new way or even to listen to you?

What you can do is, first learn to spot this person, then make a decision to either persist or move on. So, what are the signs that allow you as the sales person or manager, to pick or read these signals?

The key skill is tuning your listening skills to hearing what they aren’t saying.

Some of the signs are:

  • They are not willing to listen to you at all

  • They are unreasonable

  • Most of their sentences start with an “I”

  • They can’t seem to back up what they are talking about with facts and usually have no in-depth knowledge of what is actually going on with the team or themselves or their business

  • They often make irrational decisions that are primarily very emotional


You can get fairly quick at picking this up based upon daily experiences.

In my experience, if the selling cycle is longer than usual or they don’t take up an offer that virtually every other person has, you know what you’re dealing with. At this stage I have often decided to not spend any more time with these people as they are hard work and often have unrealistic expectations. You can often regret working with them. At some stage you have to pick up stumps and go to another game.

The choice is always yours and yours alone.
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July 31, 2015

WARRIOR OR STRATEGIST?

In NYC today I had the good fortune to meet Luke Rockhold the #1 ranked UFC fighter in the middleweight (185 lbs) division who is a contender for the title against the world champion Chris Weidman.

My 13 year old son is a Brazilian Jiu Jitsu fighter champion and boxer. I spoke with Luke about my son's aspirations to eventually compete in MMA, and my concerns about head trauma. He said something quite profound "there are two types of fighters - the Warrior or the Strategist".

The Warrior goes out there and although he/she fight with their heart, they are not concerned with applying strategy.

The Strategist on the other hand, fights using their head. He said to me, "I don't go into a fight to get hit; as you see in my fights, I hardly ever get hit".  Consequently, a strategist will more likely win against the warrior.

This made me think about the people I train in sales. Some people really think about what they are learning and the deep strategy behind it; they apply the knowledge and techniques whereas some others, although well meaning, are still selling like 'warriors'; they are still not evolving and unable to get to the next level. In life, whether it's fighting in the UFC for a world title or meeting your sales targets, it requires a continual focus on knowledge acquisition and application of it.

I was pleasantly surprised by how nice Luke was and forthcoming with his knowledge, his willingness to engage with my son and in fact spar with him. This has changed my mind about how fighters at the top think and behave. It's not just brute force, they are constantly thinking, changing, evolving.

Good luck to you in your future endeavours and we hope you win the title!