Do The Unexpected

The world wants you to be vanilla. They will always push you to look and act the same as everyone else. It's up to you to push back- Ramit Sethi

A career in sales is very predictable. Nobody is fooling anyone. You have a product or a service, and you are seeking out clients who will benefit from that product or service.

In a world filled with perdictability you need to create opportunities to stand out.

Swim against the tide and land on a shore that's empty.

Here are 3 ways to do the unexpected in 2020:

1/ Do the unexpected and deliver value with no ask in return.

Yes we want you to close the sale, but not at the expense of creating a long term relationship. Until you have earned the right to ask for the sale, deliver value with no ask in return.

Expectations are death to a sales professional. Focus on becoming a problem solver, and lead with value at every turn.

2/ Do the unexpected and recommend a competitor if your service or product is not the right fit.

Never talk negative about your competition. It's distasteful and lazy. Take it one step further, and recommend a competitor if your service or product does not best fit your clients needs.

If this seems counterintuitive its because you are viewing sales through the wrong lens. Your only job is to find out what the other person wants, and then help them get it. The trust that you will build from recommending a competitor will generate future opportunities.

3/ Do the unexpected and seek out rejection.

Actively looking for rejection will sharpen your sales skills. The root cause of rejection is unresolved objections.

Sales is all about problem solving. If you are encountering objections on a regular basis it simply means you have not resolved your clients issues.

Work on changing your relationship with the word objection. An objection simply means you may not have built enough value or you have completely missed your clients pain point.

In 2020 do the unexpected, and enjoy greater success!

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