Bruce Lee and the Art of Selling
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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.
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Bruce Lee and the Art of Selling
- 1. Bruce Lee and the Art of Selling Jacob Morgan, Principal Chess Media Group
- 13. Leverage the tools to learn about your customers
- 15. LinkedIn Is Great For Weak Ties!
- 17. So Is A Blog!
- 24. “ Always be yourself, express yourself, have faith in yourself, do not go out and look for a successful personality and duplicate it.”
Hinweis der Redaktion
- Good title that’ll work for you
- See sugested change in title. Why get people asking “so, who the hell are you? And who cares anyway?” Instead just offer up an impersonal “point of view.” It’s kind of obvious it’s you, but you’re being more polite about it and not causing extraneous nastiness on the part of the listener if you do it this way
- Perfect
- Get rid of that totally annoying extra space after the apostrophe and before the “t” in Don’t. I’ve fixed it above. It shows up elsewhere. Never tolerate typos, even in drafts. Suggestion: Instead of (the same is true for selling) Try: a copy of this slide, identical, but substitute the words “selling” etc. in place of what you have here. Here, I’ll show you what I mean. Now watch what happens when you do slideshow moving between these two slides. You can figure the voice-over: something like, “You know, what if Bruce Lee was here today talking about selling: might have have said [click].
- Get rid of that totally annoying extra space after the apostrophe and before the “t” in Don’t. I’ve fixed it above. It shows up elsewhere. Never tolerate typos, even in drafts. Suggestion: Instead of (the same is true for selling) Try: a copy of this slide, identical, but substitute the words “selling” etc. in place of what you have here. Here, I’ll show you what I mean. Now watch what happens when you do slideshow moving between these two slides
- This can be a fabulous slide, dpeending on your voiceover. Try something like: “ I like to think that was Bruce meant was exactly the right way to think about selling. If you “get” the customer from the inside out, from his or her perspective, without you imposing your sense of order on it, but rather seeking only to discover their rules of order—well that’s what he meant by the root. The root is the customer’s root—not your root. Understand that, and you can forget about memorizing procedures and processes and algorithms. Not only that, but the customer will feel listened to. “ You may know that Bruce Lee also was contemptuous of those who focused on methodologies; he felt the only reason for methodologies was to get you started. After you got good you should fight by sheer instinct and unconscious reacting. Again, he was prescient about selling.
- Fix those damn spaces after the apostrophes, it’s hurtin’ my head! A little sharper language here, maybe Don’t think of listening as an action you do: Think of listening in terms of the result on the Other. It’s not enough to Listen: the customer should feel LISTENED TO
- Get your wording right on this, it’s a great slide. I think key would be to say, “Now some people might argue whether this is really an evolutionary move forward. You could make the same case about the general state of mankind—have we really moved forward, or do we just have fancier toys? I won’t dip my toe into that debate—let’s just say things have ‘changed,’ and I’ll let you add the normative judgment about it all.
- Make sure you say something about why ‘weak ties’ are strong something. Why is ‘weak’ good? Maybe everyone’s with you, but I’m not sure. Some of the legitimate strong points about ‘weak ties’ are that they let you stretch, spread, extend, broaden—considerably. 30 years ago we went deep, but there was very little reach. Now we’re getting really good at going horizontal, and a lot of that is about weak ties.
- Remember to explain wwho Simon Sinek is (never assume everyone will know; if 90% do and you don’t explain it, 10% will feel ashamed; don’t be the cause of shame)
- That fourth point is the most important! Mutually reciprocal obligations is the way all society works. I owe you, you owe me. Anything else is just naked self-interest doing unto others before they do unto you. You can make an argument that reciprocal obligation is the glue that conneccts all societies (it also is the source of neurosis—see Freud on this, Civilization and Its Discontents, a fabulous book if you’ve never read it)
- That goddamn space after the apostrophe, get rid of it! The cynic in me says, “Yeah, what happens is narcissism. We need also to surround ourselves with people who don’t believe what we believe. I know, I know, that’s another point, just wanted to mention how some cynicsc in the audience will react. Be aware of it.
- You need a slide like this to bring it all back