By: Bryan Neale, Founder and Culture Geek at Blind Zebra
Virtually all sales coaches and training programs will teach you what to do and what to say in a variety of sales scenarios. And while what you do and say as a salesperson are important, anything you do or say is rooted in your belief system. What you believe about yourself and the world around you influences your actions and words.
The foundation of Blind Zebra’s selling philosophy can be found in the 10 elements of the Blind Zebra Thinking Column. The first three concepts, Abundance, Detachment, and Intent, make up what we call the BZ holy trinity.
Abundance. This is the most important concept you’ll read about here. Abundance means a lot. Like, a lot a lot. Scarcity is the opposite. It means lack, shortage, not enough to go around. Ironically, if you look at how many salespeople and sales leaders conduct themselves, you’ll notice that their behavior is steeped in scarcity: Begging for business, hanging on too long, keeping a fake funnel.
Our markets are overwhelmingly abundant. There’s more than enough for everyone—an abundance of abundance. Even if you only call on one account, there are typically hundreds of people and countless issues that need solutions.
I’d suggest taking an unbiased look at your personal abundance/scarcity score: 10 = Abundance Mindset, 0 = Scarcity Mindset. Be conservative. Abundance needs to be in your DNA. It’s the most freeing energy I’ve found to impact how a salesperson shows up. Immerse yourself in the concept.
Detachment. Immediately after you’ve grasped the idea of Abundance, you’ll realize that you don’t need any specific deal or customer to close. Ever. If you truly believe in the abundance of markets, you instantly have permission to detach from outcomes. This doesn’t mean that you don’t care or don’t like closing new business. It simply means that some deals will work out and others won’t. Life will continue either way.
I bet you’re hanging onto a ton of deals that you and your manager (and your prospect) know don’t have a snowball’s chance in hell of closing.
Let. Them. Go.
Voids get filled. It happens in your closet. Take 19 bags of clothes to Goodwill and watch your closet fill right back up with more clothes. You need to create space for new things. Most people prospect a closed loop. They call the same 20-50 businesses over and over and over again. Stop it. Detach. Release them and watch what happens.
Space creates space and movement and freedom for our prospects to say yes, no, or maybe. Again, detachment does not mean that I don’t care. It means that in my work life, I’m not holding on too tightly to any of those answers or defining my worth by someone else’s yes, no, or maybe.
Intent. Old school selling taught us to get. To close. To crush. To win. That day is done. That ship has sailed. Your prospects are too smart for that. Very simply, people want you to enhance their lives. So, just give them what they want. The trick is to not wait for them to ask.
Share connections. Share ideas. Tell your prospects what you see. Don’t be afraid to tell them to do something a different way. Pass out free, unsolicited advice all the time. Karma is your friend. People are waiting. All you have to do is go and help them.
This could mean that I say yes to a deal, that I say no to a deal, or that I introduce my prospective client to someone else who can serve them better than I can. But always with the underlying motivation to be helpful.
When I’m not talking about sales philosophy, you can find me on a football field. I’m an official in the NFL and I love teaching teams about the similarities between sales and football. I believe elite performance in anything— football, sales, or otherwise— stems from the same formula. The reason elite performers eclipse their peers is in how they show up and what they believe about the world around them.
If you’d like to learn more about Abundance, Detachment, Intent or Blind Zebra, please join us for a free preview of our sales coaching programs: https://coaching.blind-zebra.com/executive-preview-week-0221.