RAINMAKER FINAL - Nicholas Bate

32 Pages·2007·0.42 MB·English

by  Neil Morgan

Rainmaker
From OK to Awesome
“It’s not how good you are...
it’s how good you want to be”
PAUL ARDEN
➜
How to be amazingly effective as a consultative
salesperson in the New World ofWork
NICHOLAS BATE
Rainmaker
If you are going to be successful,
you’ve got to be good, really good.
And one aspect of that is to be
different, to be distinct.
You don’t need to put a shark in your
roof, but that kind ofthinking really
helps. (PS real roofin real house in
real Oxford UK. But not a real shark.)
From OK to Awesome 1
➜
Because you aregood at the moment.
And you know that. It’s just that you are
not as good as you want to be, could be
or the markets need you to be. And
consequently you are not earning what
you would like to earn, your boss is a
bit moody with you at times, you don’t
always sleep that well at night and your
friends are saying you are increasingly
distracted.
Here’s how to become
A W E S O M E
at selling.
Rainmaker
2
When you hit the wall, go back
to basics and get brilliant at them.
Brilliant@Basics 1:
RAISE your standards
You have a certain competence, talent, But you can multiply its effectiveness
ability, call it what you will. That’s a gift: many times by your decisions. And one
use it, squeeze it to the max, whatever decision is to raise your standards.
it might be. Here’s my standards scale:
dire poor ok good
From OK to Awesome 3
“...and one decision to make
is to raise your standards”
➜
very good excellent outstanding awesome
Imagine a salesperson working at each to him or her? Short-term? Long-term?
ofthose standards. What will happen Go on, think it through before you turn
the page.
Rainmaker
4
Here’s what happens: to be just OK? There is no future
long-term as just OK.
Ifyou are dire, you’ll be out, fired, no
more. And that will happen pretty well
Ifyou are good, then people will be
immediately. There is no long term
interested in you both short-term and
ifdireis your chosen standard.
long-term. You should be able to hang
onto jobs, but will they be the jobs you
Ifyou are poor, it may take a little
want? And will you be given you the
longer for people to catch up with you,
promotion, the challenge, the career,
but you’ll be out once they realise and
the money you seek? No-that’s right:
once again there is no long term for
probably not. You see, good is no longer
you. Not ifyour chosen standard is
good enough. Certainly not in the
poor.
short-term. But hopefully ifyou are
good you are good enough to recognise
Ifyou choose to be OK, then you’re
the need to raise your standards.
in for the short-term and ifyou are
willing to raise your standards then
How about ifyou are very good?
you have a long-term future. But bear
Ahh... now we are talking. People are
in mind, you simply can’t stay at OK!
much more interested in you. There
Who wants to buy from someone who
are more possibilities open to you.
is OK? They will wish to choose from
You should have more choice over
someone who is good, someone who
your career. You should get regular
is very good. They’ll promote someone
consideration for some ofthe best
who is excellent. And who for that
opportunities.
matter, who personally simply wants
From OK to Awesome 5
“And in the Rising Sun you can
feel your Life begin”
GEORGE HARRISON/Rising Sun
➜
What about ifyou are excellent? Cool. “This is scary. It’s really scary
There are never, ever enough excellent
to turn down most (the
people about the place. You’ll be in
average) ofwhat comes your
demand, you’ll always be employable.
way and hold out for the
You’re going to be able to enjoy the
package you seek. You’ll have fun. remarkable opportunities.
Scary to quit your job at an
Could you step up to outstanding?
average company doing
Ofcourse you could. Because you’ve got
average work just because
the message, haven’t you? Every one of
you know that ifyou stay,
these steps is a choice. Your talent is
genetic, but your standards are choice. you’ll end up just like them.
And ifyou were outstanding... think Scary to go way out on an
ofwhat would be open to you.
edge and intentionally make
what you do unattractive to
And ifyou were awesomethere would
some.
be absolutely no stopping you. How
about it? Make that decision today.
Simply decide to be awesome. They’ll Which is why it’s such
be after you. You can name your price.
a great opportunity.”
SETH GODIN
Rainmaker
6
FUNNEL
(cid:3)
L: them
ALE FromSTRATEGICEDGE Nco: sNtoowfnthoetmpr ogressing Macacnoaugnet the
S
OD OF tUh:e Uirn mdeornsetayndthem N: Nichethem EC:L OExScEitethem
O signature convince whatwe
LIH needs offer isunique. nb Co. YOU
E
LIK Solution
F: Findthem (nb WOM; cold call)
TIME TIME
Brilliant@Basics 2: Brilliant@Basics 3:
Set Goals Get a structure
to your selling
You know this don’t you? It’s just that
you haven’t got around to it yet. Well, Awesome selling is both a science and
make a decision to do it: set some an art. Let’s layout the science: let’s get
goals. Goals for your standards, your that sorted and then we can overlay the
earnings, your career, your energy art ofselling. Here are the ‘sciences’
levels... Because the difficulty with that you will need:
knowing something, we begin to think
that we have done it. You can’t get to Science 1:
where you want to get to without a That there is a cycle to the process
goal. Try archery without a target. ofselling. To win business, there are
Try achieving financial independence certain process you need to go through.
without setting a specific goal. Set Leave them out and at best you’ll have
three crucial goals now: your planned a lot ofanguish, at worst you’ll have
earnings for the next FY, your career major problems. Example: diagnose,
path for the next 3y and your health then prescribe. ALWAYS. That’s science.
level in terms ofhow your energy feels
in the middle ofa typical busy work- Science 2:
day afternoon.
The account analysis. The bigger the
value ofthe sale, the more important it
is to sit down and analyse that account.
Who’s making decisions? On what?
What are the risks? Who can/can’t
From OK to Awesome 7
“success leaves footprints”
TONY ROBBINS.
➜
we trust? Example: identify the Science 4:
strategic+financial+user decision Getting focus and hitting priorities.
makers at the very least. ALWAYS. You’ll have too much to do: how do
That’s science. you stay on top ofthe big opportunities
and not get bogged down? Example:
Science 3: manage your time by pay-off, not
The closing presentation. There come’s urgency, ease nor who is shouting
a time when you need to tell your story loudest. ALWAYS. That’s science.
and they need to give you some feed-
back. You need to do this brilliantly and There is no magic to this stuff. There
avoid some ofthe many common traps. are tried and tested ways which work
Example. Take questions before you incredibly well. And there are some
close. ALWAYS. That’s science. myths which we need to dispel.
AWESOME SELLING
is both a science and an art.
Rainmaker
8
Brilliant@Basics 4:
Loads of potential business
The FUNNEL:
N Niche them
what we offer is
unique
N Now them
Convince them
to act now