Darren Hardy is the publisher for Success Magazine (amongst a great of other hats that wears). I've been a long-time fan of his magazine (and website) and fell in love with his most recent project: The Compound Effect. It is an amazing book/DVD set that will make you a better coach...better person...better, well you name it..............
He recently posted an article about a friend of his (John Lennon) that sells real estate in South Beach, Miami. He is some info on this super salesmen directly from Hardy:
................In the past 15 years, John has sold more than $3 billion in real estate on this street (do the math on 3 percent commission—that’s almost as much as the other John Lennon made!).
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John took Georgia and me to lunch a couple days ago to give us an update on our property and the market. I took the opportunity to try and pry out the secret to his extraordinary success.
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John took Georgia and me to lunch a couple days ago to give us an update on our property and the market. I took the opportunity to try and pry out the secret to his extraordinary success.
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Here is a list that Hardy shared and if you frame each one, it can directly make us all better coaches -- because as coaches, aren't we all trying to sell something -- like our philosophy. I have made my additions in parenthesis:
1. See everyone (players, staff, support people) as unique.
What you assume people are most interested in is mostly incorrect. Start with that assumption. lllllllllllllllllllllllllll
2. Ask questions (of your players, your staff, your support people).
You’ve heard this a hundred times, but you are still making more statements than you are asking questions. Stop it.
3. Watch and listen (your players, your staff, your support people).
If/when you finally do ask questions, listen closely and continue to probe until you discover their real hearts’ desires.
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4. Restrain yourself (keep it simple -- less can be more).
This is the hardest step—to stop selling. Insecure sellers make a sale and then ‘buy it back’ because they keep talking, showing presenting or selling. Once you discover their core motivation, connect it with your solution then stop and ask them to buy.
5. Serve, don’t sell (your players, your staff, your support people).
There are countless times when John was servicing my unit, performing functions well below his pay grade. The result? Well, I am writing about him now. No wonder he doesn’t have to sell! There is a clue in that.
And lastly, as the other John Lennon would say, “Only people just know how to talk to people. Only people know just how to change the world. Only people realize the power of people. A million heads are better than one, so come on, get it on!”
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Read the entire article at: http://bit.ly/coj31J
