This was my closing keynote session at the Sales 2.0 Conference on October 18, 2011. In this presentation I draw upon the philosophy of Bruce Lee and apply it to how sales professionals can sell without selling and build trust with customers in a digital world.
- 1. Bruce Lee and the Art of Selling Jacob Morgan, Principal
Chess Media Group
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- Principal, Chess Media Group
- Author of Twittfaced & forthcoming book for McGraw
Hill
- Blogger on enterprise and customer collaboration:
Socialbusinessadviser.com
- Traveler, Chess Lover, and Explorer
3. A Point of View
- Most people say they listen but they don t
- There is too much fighting within organizations
- Organizations need to shift towards collaboration
- If you don t trust someone, why work with them or for
them?
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My style? You can call it the art of fighting without fighting~
Bruce Lee 5. Dont Kick and Dont Sell
- Nowadays you don t go around on the street kicking people,
punching people because if you do, well that s it I don t care how
good you are.
6. Dont Kick and Dont Sell
- Nowadays you don t go around on the streetselling people,
hustling people because if you do, well that s it I don t care how
good you are.
7. Building Trust With Your Customers
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Seek to understand the root. It is futile to argue as to which
single leaf, which design of branch, or which attractive flower you
like; when you understand the root, you understand all its
blossoming. 9. Listen
- Listening isn t an action.It s a feeling that your customer
should get, they should feelLISTENED TO
10. Listen
- You connect with the customer
- You understand the customer
- You empathize with the customer
- The customer feels like they are being listened to
11. Listening Evolved
- Career changes on LinkedIn
- Google alerts/monitoring tools
12. Leverage The Tools To Learn About Your Customers
- Within your CRM system (and it syncs)
13. Leverage the tools to learn about your customers 14. Build
Weak Ties
- Potential to form strong ties
- Require little effort to maintain and can have many
- Weak ties connect to other ties
15. LinkedIn Is Great For Weak Ties! 16. It s Hard To Trust What
You Don t Understand
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- How you think and make decisions
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- How you approach and solve problems
17. So Is A Blog! 18. Keep Adapting AndFlowing
- Running water never grows stale. So you just have to 'keep on
flowing.
19. Give Things Away?
- Don t give things away just for the sake of giving things
away.
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- Connect with people who believe what you believe (from Simon
Sinek)
20. Give Things Away? 21. Provide Value
- When you give something away that is valuable you:
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- Generate a sense of reciprocal obligationwhich is the source of
relationships
22. Connect With People Who Believe What You Believe
- When we re surrounded by people who believe what we believe,
something remarkable happens, trust emerges ~Simon Sinek
23. Emergent Collaboration Platforms Are VERYGood At This
- Building communities of interest
- Publicly sharing ideas or thoughts
- Finding and sharing information
- And many many other things
24. Always be yourself, express yourself, have faith in
yourself, do not go out and look for a successful personality and
duplicate it. 25. Bruce Lee Brings It All Back Home
- Lee said the best fighting is not - fighting
- The best selling is not - selling
- The best persuasion is not - persuasion
- The best sale isnt a fight at all: Its the re-discovery that
1+1 > 2, and that the best raw material for collaboration is the
customer sitting in front of you
26.
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- Blog:SocialBusinessAdvisor.com
To hell with circumstances; I create opportunities. ~ Bruce
Lee
