Are you just selling or are you leading? During this interview, Deb Calvert shares with us why the movement of becoming leaders in the eyes of our prospects is so critical. Listen and learn why and how we should do this.
Deb is an activist in the sales arena, specifically around the idea that we have to stop selling, and start leading. Today, she lays out the blueprint if you want to be successful in selling.
Here are the highlights of my conversation with Deb:
What is the Stop Selling and Start Leading Movement?
Leadership behaviors get you in the door. They make you stand out to buyers. They help you close more sales.
Bad Selling Habits:
They tend to adopt behaviors that make them seem pushy and obnoxious. It makes them seem selfish, greedy, and money-motivated exclusively. It also makes them seem that they don’t listen well.
Leaders influence, inspire, and guide people to an exciting new place full of possibilities.
5 Practices of Exemplary Leadership
1. Model the Way
You set the example. You’re credible. You know what you’re values are. And you align your actions accordingly with your values. You are consistent and predictable because people know what you stand for and they believe in you.
2. Inspire Shared Vision
Leaders breathe life into a vision. But it’s not only their own vision, it’s shared. It’s something that others have participated in. They struggle to make that vision into a reality because they believe in it so powerfully.
3. Challenge the Process
This means being restless. Leaders always ask what’s new, what’s next. They’re afraid to innovate and experiment and take some risks. They challenge themselves and others to look at things in different ways. They look at the bigger picture and not just getting mired in the status quo.
4. Enable Others to Act
Leaders collaborate with people. They dignify their decisions and listen really well to make sure they’re together and understand what they’re looking to do. Leaders allow people to contribute. They don’t just do work by themselves.
5. Encourage the Heart
Leaders pour courage into someone’s heart. They celebrate and share the victories and values they recognize. And when the going gets tough, they’re right there to support and encourage.
How to Be Credible and Build Trust:
DWYSYWD – Do What You Say You Will Do!
Deb’s DISCOVER Questions:
1. Buyer wants sellers to answer their questions in a timely and relevant manner.
2. Buyers want a two-way dialogue. They want sellers to ask them questions that makes them participate in creating what they want so they can share insights and put their imprint on solutions sellers will later offer.
Deb’s Major Takeaway:
Leadership is not the same as management. It’s not reserved for an exclusive few with certain characteristics.
Leadership is for everybody. It’s nothing more than choosing a certain set of behaviors that help you to be more influential and allows you to guide other people that cause other people to willingly choose to follow you.
Leadership is easy access for anybody who will choose to step into their full potential as a leader and liberate the leader inside themselves.
Check out her book, Stop Selling, Start Leading
Check out the TSE Hustler’s League.