Sell More By Selling Less

Daniel Newman

Sell More By Selling Less What do you sell, Really?

Me, me, me…I, I, I…

Yes, we get it. You like to talk about yourself.

You and everyone else on the planet.

Look, the desire to sell yourself is rooted in good intention.

Your desire to hit your quota, to earn trust and respect and to be a good provider to family and loved ones.

The problem is the way you are going about it is terribly wrong.

Ask yourself this…

Have you ever sat in a conversation where someone spoke about themselves for a prolonged period of time?

Perhaps a more pointed question…

Have you ever listened to someone talk about themselves for what seems like an eternity and walked away and thought “Wow, that was just wonderful?”

Even the most altruistic person would probably walk away and say man that guy (or gal) loves to talk about themselves.

We all know that our favorite subject is ourselves, so if we want to sell more perhaps we should talk less about our favorite subject and more about our customers favorite subject; T.H.E.M.

All the periods would suggest an acronym, but they are merely for emphasis.

Try this instead

Next time you meet with a prospect or even someone you are interested in leaving a good impression on…don’t talk about yourself.

Sounds crazy right?

For the first 20 minutes, make the conversation 100% on them.

Ask a lot of questions to learn about them and no matter how much you want to compare, one-up or fill space about yourself…Do not!

Don’t be rude and don’t be awkward, but just cordially redirect the conversation back toward them.

It may be a bit uncomfortable at first, but rest assured as you get better at it you will move your goals forward faster and you may not even realize it.

If you want to be able to genuinely help another person and build a meaningful relationship, you have to know enough about the person to actually help them.

That won’t happen if we spend all of our time talking about ourselves.

Think about it, have you ever met someone that was really interested in you and wanted to know all about you and you were insulted? (Stalkers not included) Usually you walk away from those types of conversations feeling really good.


More specifically, Why does not talking about yourself work so well?

Because it is the key to selling more you, or whatever it is you are actually attempting to sell.

As we have all heard before, people do not want to be sold, they want to buy.

Which means they want to come to their own decision to invest in what it is your are selling.

So your continued self-serving banter rarely, if ever, moves the needle. If anything you will get lucky from time to time because you are offering something the customer already wants.

It is when you have genuinely taken interest in the success of others that you individually will see the greatest success.

And if you don’t believe me, I’d love to know why?


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Business Processes Are Not A Competitive Advantage Anymore

Ido Shamgar

Business Processes Are Not A Competitive Advantage AnymoreIn the past decades successful companies from all industries have spent billions defining their processes and implementing software to run their business in an optimized and cost-effective manner. They used a large amount of resources over the years to heavily customize their enterprise software environment and apply all their industry knowledge into it. In return, they not only got a good return on investment but, more importantly, a tremendous competitive advantage. Their knowledge, processes and IT solutions became a barrier to entry to other companies willing to compete in their field, who did not necessarily have the financial means to reach the level of competency that took years for the incumbent to acquire. This situation is about to change. Business processes are losing their differentiation factor and are on the verge of becoming commoditized. This new reality has emerged from a combination of three main forces:

Industry cloud applications

Due to major advancements in cloud technologies, most of the strategic applications that are running on premise today are available on the cloud. The recent HANA Enterprise Cloud announcement from SAP is a significant example of the revolution that is happening. Think about it: we are talking here about core strategic applications that you can get up and running with all your data in a few weeks. The adoption of cloud by small and large companies is a trend that is not going to stop and the number of available applications is exponentially growing. In a short future, if not already today, all the industries will have their own strategic applications running on the cloud that incorporate all the processes, best-practices and knowledge that individual companies need to have. And with cloud the entry point becomes really cheap.

Challenging economic times

In all industries today, companies have no choice but to become growth engines. In uncertain times more than ever, investments should be focused on innovation and on developing the next generation of products. All other costs are being reduced and organizations have to do more with less. The value of having highly customized applications is therefore decreasing in favor of more standard applications that are more agile, more transportable, and meet the requirements to run the business.

Pace of the business

To survive, businesses need to adapt quickly to new realities, new trends and new consumer behaviors. What is a best-practice today can become obsolete in two years-time. Companies do not have the luxury anymore to go through lengthy implementation cycles that consume resources and are not in synch with the business models of today. The emergence of rapid deployment solutions has allowed companies to adopt new technologies in a matter of a few weeks by embedding standard processes into the packages. High level of software customization is reduced in favor of speed and accelerated time to value. We entered a world where industry standards replace customized processes. To win companies should rely on other competitive advantages like their capacity to innovate, bring to market outstanding products, the quality of the people they employ and their unique ability to predict consumer trends. I would love to hear from you. Have you found your new competitive advantages? This post originally appeared on SCN – Services and was republished with permission.


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How Corporate Culture Drives Competitive Advantage

Tim Clark

Flat Army By Dan Pontefract; How Corporate Culture Drives Competitive AdvantageIt’s easy to become jaded and wary of those who rely on words like “innovation”, “transformation” and “engagement” too much isn’t it? So what happens when you come across a story that truly embodies these overused and abused terms? That’s the exact situation I found myself in after speaking to Dan Pontefract, author of Flat Army: Creating a Connected and Engaged Organization.

Dan is also Head of Learning and Collaboration for TELUS, a $10.5 billion global telecom company where he leads an ongoing culture, leadership, collaboration and social learning renaissance. It’s a Herculean task; TELUS has over 40,000 employees spread across several different countries and headquartered in Vancouver, Canada. Roughly one quarter of the company is unionized. And with field technicians, call centers, engineers, sales, finance, HR and legal departments, well, you get the picture. This sounds like a workforce whose silos might be impenetrable.

But TELUS has broken through in a meaningful way. Through an evolution in its leadership, learning and collaboration strategies – amongst other factors – TELUS has become a more productive, collaborative and social entity. Employee engagement is now 80% – up from 53% five years ago – and the company stock, which recently split, is soaring.

“In society, we tend to believe that leadership is hierarchical and that leaders command and control and bark orders,” said Pontefract. “The TELUS team launched a few important changes and planted a few seeds to then ultimately watch engagement and productivity grow.”

A large portion of their strategy lies firmly within the TELUS Leadership Philosophy (TLP), implemented coast-to-coast and country-to-country. It’s a leadership framework that espouses openness, trust, authenticity, collaboration and social. It was something employees could rally around, or as Pontefract puts it, “A systemic leadership framework that works for all, not just for those who lead people.”

In parallel, TELUS began to unleash a plethora of social and collaborative learning tools.

“We don’t think learning is just a two-week 40 hour event you take in a classroom,” said Pontefract. “It’s done through coaching, mentoring, discussions, books, webcasts, wikis and blogs amongst other methods. It’s all about the sharing of intellect, competence and acumen. Leadership is the same way.”

TELUS also recognized it had way too many disparate HR tools coupled with a less than desirable HR apps system.

“Ultimately because of the combination of what Success Factors brought with its HR apps to the cloud plus this wonderful thing called SAP Jam, we now had the freedom to deprecate some of our disparate tools that started our journey,” said Pontefract. “We’re looking at SAP Jam as a way to further unify the team member experience. For example, some of our HR systems and apps could not be accessed via a mobile device. Now we will be able to.”

Pontefract believes culture change, and leadership style change is not a light switch.

“It’s an ultra-marathon. You really have to train and prepare and re-iterate that there is going to be a lot of ups and downs throughout this 100-mile terrain. But you will get the badge at the end if you persevere and believe that there is something good at the end of this. If you believe that culture is a competitive advantage – don’t just speak about it but act upon it – you can definitely improve your levels of employee engagement and productivity.”

This story originally appeared on SAP Business Trends.

Follow me on Twitter @TClark01


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Weekly Mobile News Roundup: May 20

Becky White

mobile news roundup

This week in the Mobile News Roundup: Last week, Google held their annual developers conference, Google I/O. The company launched a number of product updates, with a strong focus on the developers. But surprisingly, we heard little about the new version of Android, and Glass.

Mobile News and Insights

Google I/O 2013 Is All About Cleaning Up the Mess and Filling In the Gaps – TIME

Google spent about half of its developer conference focusing on, well, developers.

How Google Improved Android Without Releasing Android 4.3 at Google I/O – GigaOM

Why some developers are actually relieved Android 4.3 wasn’t announced.

There Are Already A Ton Of Apps For Google Glass – Business Insider

A few of the coolest apps already developed for Glass.

Prototype Your Own Google Glass App With This Tool – Mashable

Itching to get your hands on Glass? Check out Glass Sim, a prototyping tool for the device.

At Google Conference, Cameras Even in the Bathroom – New York Times

A humorous take on the multitude of Glass wearers at Google I/O.

Google Glass Year In Review – TechCrunch

In 13 months, Glass has gone from Star Trek fantasy to reality. We take a look back.

The Design That Conquered Google – The New Yorker

A steady trickle of deeply designed products has emerged from Google the last 2 years.

Are You Ready For the New Mobile Reality? – Fast Company

Gartner predicts how mobile will impact our style of working, and careers.

Facebook’s Play to Own the Mobile Home Page Fails, Like Others Before – Mobile Marketer

Facebook Home has only recently reached one million downloads. Is it a flop?

What the iPhone 5S Must Have to Revitalize Apple’s Smartphone Strategy – Mobile Marketer

There is a growing sense of urgency for Apple’s next product to amaze.

7 Steps To Leverage Design Thinking For Your Mobile Strategy – Business 2 Community

How to identify your target mobile users’ needs, and generate mobile solutions for them.

Mobile Research

Wearables Are On Track To Become A $50 Billion Market – Business Insider

In the next 2 to 3 years, the market could skyrocket to $30 billion to $50 billion.

How Devoted are Apple Users to the Apple Ecosystem? – Fortune

56% of consumers are using only Apple devices.

Windows Phone Surpasses Blackberry for Third Place in Smartphone Shipments – Fortune

IDC’s latest report shows Windows devices made up 3.2% of smartphones worldwide.

Samsung Captured 95% of All Android Profits in Q1 – BGR

Samsung is the undisputed king of the global Android smartphone industry.

Only 10% of Americans Say They Would Wear Google Glass – Mashable

“Social awkwardness” was the top reason why people wouldn’t wear the device.

Mobile Marketing in 2013 [Infographic] – Mobile Entertainment

25% of brands have a mobile strategy. Does yours?

Mobile Minute May 20

The post Weekly Mobile News Roundup: May 20 appeared first on Mutual Mobile.


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Run, Walk, Stand, And Live Better With Technology [Video]

Lindsey Nelson

Run, Walk, Stand, And Live Better With TechnologyWhat would you say if I told you your brain gets way too much credit? It’s a powerful piece of equipment, don’t get me wrong. However, did you know without your spinal cord, your brain’s powers go down quite a bit?

Every human being on the planet has one, and as an adult your spine is between 17 to 18 inches long. It’s a long thing tube comprised of nervous tissue and support cells extending from the brain. It’s also the main message delivery vehicle for the brain, transmitting neural signals from your mission control center to its final destination.

The spinal cord has three main purposes:

  1. It carries motor information
  2. It’s a conduit for sensory information in the reverse direction (AKA to the brain)
  3. It is the hub for coordinating specific reflexes

Now, did you also know there are 250,000 Americans that with spinal cord injuries? And 11,000 new injuries happen each year? Spinal cord injuries are debilitating, not to mention expensive. The first year expenses for a person diagnosed as a paraplegic are over $150,000.

Medtronic, a medical technology company is offering innovative solutions to tackle some of the toughest spinal injuries and issues. They are also develop products and treatment for areas such as diabetes, heart problems, and many other debilitating diseases. And every year they help 7 million people like Kyle live a better quality of life.

However, in order to create the best device or therapy, it requires a co-innovation and constant on-going conversation between Medtronic and the patients. This leads to a real issue as Medtronic needs to always be capturing data, both structured and unstructured. Hear from Medtronic’s Senior BI Strategist Brian Raver and  Steven Teichman, Director of BI, about how they use technology to create the best products in order to help their consumers run, walk, stand, and live better.

spinal cord


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