We all want to live remarkably. But how? Sometimes we get stuck with how life is going and we forget to live deliberately. In Jeff Haden’s article Want to Live Remarkably? 9 Things a Navy SEAL says you should always do, Haden indicates that he likes to challenge himself. One day he spent hours doing 5,000 push-ups, all because he felt curious.
Haden interviews Ray Care, a retired SEAL. Care provided many insights to making your life more remarkable. Some of them include:
- Look to find yourself.
- Push through your comfort zone.
- Remember you have everything you need inside you.
- Make sure your motivation will carry you through.
- “When you think you’re “done”, you can always do at least one more.”
- “Going past your limit takes you to an interesting mental place.”
- It could always be worse.
As I read this insightful article, I drew from what I know about SEALS. It seems significant to me how much they push themselves physically, only to then say it is all about the mental game. We can apply this to sales in every way. We want to be remarkable salespeople, and we need to do these things.
- Find who you are as a salesperson.
- Push through your comfort zone in sales. Try new ways to talk to the C-Suite, try new pitches, contact someone you’re afraid to.
- Look at your strengths and use them in sales.
- Find what motivates you and invest in this.
- Make one more call, write one more email before you leave.
We're not all built to be Navy SEALS- but their practical, battle-hardened mindset is applicable to all aspects of life.
In Kashay Sanders and David Thompson’s article, the authors talk about wanting to find the best person for the job, whatever the job may be. They write, “Ask anyone trying to quickly find the right candidate for an open position and he or she will tell you: finding fantastic people and convincing them to work for you is challenging.”
In the social sector, it is harder sometimes to get young people to sign on. Purpose is important but so are numbers and so salary is an important factor. “If money isn’t everything – but meaning isn’t enough – what else can these organizations offer?”
Think about what most young people want from a job: learning and growth. Career progression and development are also important factors. “A renewed emphasis on learning, development and meaningful contribution would make the sector a triple threat: offering purpose, challenge, and learning, an environment most talented people would find compelling.” Some things to consider:
- Ask questions (lots of them). Empower those that answer to be more successful.
- Share. Make information as accessible as possible.
- Coach at all levels. Even the highest ranking executive has things they can improve on.
What we can learn about sales from this: These things (purpose, challenge, learning) are what young people want in a job, and what people want from a job in general.
Use this to attract the best salespeople. Work with your pitch from the perspective of purpose, the perspective of a challenge, and the perspective of learning something new.
Grant Cardone’s helpful tip is one sentence, “Successful people don’t think in terms of sales, but in terms of building a business.” To be more successful in sales, we would do well to think about perspective. Think about the business as a whole and how you individually are helping its growth.
Perspective brings the bottom line into focus: what matters and what doesn't. Focusing on the big picture not only provides valuable insight into current problems, it outlines solutions for those to come.
In Richard Branson’s article, Branson mentions how so much is lost in the decision making process, and brings to mind how many times no decision is ended up made. Branson says how important timing is in business. He writes, “There is no such thing as perfect timing or perfect decision making – only hindsight can determine whether or not you’ve made the ‘right call’.”
When given an opportunity, it’s important to take it and do something with it. Don’t let it slip by. “Never wanting to let an opportunity slip, I earned the nickname Dr Yes. The way I see it life is more interesting when you say yes, and if somebody offers you an amazing opportunity, but you are not sure you can do it, you should say yes anyway – then learn how to do it later.”
Making a bad decision is a learning experience. Avoiding a good decision is a lifetime of missed opportunity.
Make life interesting. Make sales interesting. Make a decision and say yes.
In Malcolm Gladwell’s TED talk, he tells a story of Howard Moskowitz. Moskowitz reinvented spaghetti sauce. How?
In the past, people would sit with focus groups and ask what they wanted in their spaghetti sauce. No one ever said they wanted chunks in their sauce. But then Moskowitz created sauce with chunks- and discovered that one third of the population enjoys chunky spaghetti sauce.
The fact of the matter is that people don’t always know what they want!
How does this help with sales? People often don’t know what they want. They can’t think of the options and just don’t know. But you, as a salesperson, can help them. Teach them what they are missing and how it will bring value to their life and business. Remember, most people don’t know what they want.