“I need to get out of my comfort zone if I am going to get a team of 12 people moving.”
A leader said that to me.
Notice what he did not say.
He did not say his team was slow.
He did not say they lacked drive.
He looked at himself first.
That is where it always starts.
A team runs at the pace of its leader.
If your day runs on an old beat, so does theirs.
You cannot ask for urgency you are not showing.
Twelve people are watching how you move.
Move.
THINK BIG.
Urgent always trumps important.
It has to.
The client calls, the deal is slipping, you handle it.
Great leaders re-prioritize in real time.
They reset everything in order of execution.
Then they get right back to the important.
The urgent will always show up.
How fast can you reset?
THINK BIG.
The most valuable people in business make everyone around them better.
They listen to understand.
They lead with empathy.
They are direct, firm, and clear.
They are approachable and accessible.
They have your back.
They hold you accountable.
They guide you to your next level of potential.
They get you unstuck.
You remember every person who did that for you.
Who are you being that person for?
THINK BIG.
It's not their job to call you back. It's yours.
Getting ghosted isn't rejection. They're busy, and you're not on their to-do list.
So plan on 20 to 30 touches. Decide that number before you dial. When you expect 30, call number 7 doesn't sting.
I once called a prospect every other week for 18 months. That's close to 40 calls. Then they became a client.
Most salespeople get stuck because they attach a story to the silence, and the story stops them from dialing.
Want to get unstuck? Drop the story. Keep the follow up.
Best follow up wins.
THINK BIG.
Most salespeople aren’t listening, they’re just waiting for their turn to talk.
Scott Fishman and I recorded 133 episodes of a podcast called the 7-Minute Sales Minute.
Our intent was to help salespeople get unstuck and grow their pipelines and business, no matter what type of market we’re in.
Episode 1’s takeaway: ask an open-ended question, then sit in the silence and don’t answer it for them.
Check it out here
THINK BIG.
