Written by Sean McPheat |
22 May, 2014
It’s been long-established that humans learn from modelling the success or failures of others, and there can be no better model in terms of 20th century advancement than Albert Einstein.
Paulo Coelho is one of my favourite writers, and he came up with ten quotes that Einstein made that can be also applied in the sales world. Take a look at these ten, and my take on their application to sales:
1: Cultivate a Curious Mind
Einstein stated, “I have no special talent. I am only passionately curious.” Curiosity is one of the main attributes that makes a great salesperson. They use this to develop a questioning mind as to why customers require certain services or ask certain questions. Become passionately curious about how to improve skills and knowledge. This will help build your confidence and create an inquisitive mind
2: The Worth of Perseverance is Intangible
“It’s not that I’m so smart; it’s just that I stay with problems longer.” If you give up after one or two efforts at contacting a customer, you lose the chance of creating a new contact. Persevere with your efforts by learning what works and what doesn’t work for you in prospecting your market.
3: Devote Attention To One Thing At A Time
“Any man who can drive safely while kissing a pretty girl is simply not giving the kiss the attention it deserves.” Instead of trying to multi-task, which inevitably decreases the concentration on the specific tasks at hand, Einstein suggests that focus on one thing at a time brings better results. This can be applied in aspects of your sales techniques.
4: Imagination is Better than Knowledge
“Imagination is everything. It is the preview of life’s coming attractions. Imagination is more important than knowledge.” By using the imagination, you can build awareness of how things will be for the prospect when they start using your products and services.
5: Mistakes Are Inevitable
“A person who never made a mistake never tried anything new.” You can discover more by learning from mistakes than by trying to be perfect at everything. You only fail if you don’t try anything different after you have fallen short. It eradicates the blame-game and helps you achieve a higher performance level because you are building on what you know and can develop knowledge and attributes that way.
6: The Future is Not Ours to See
“I never think of the future – it comes soon enough.” The future is a result of the things we do today. By committing to excellence in all you do now, you allow the future to be something you look forward to, not worry about. Control those things you can, and don’t spend time analysing those things you can’t.
7: Value is Superior to Success
“Strive not to be a success, but rather to be of value.” Creating value has an enduring effect for people to remember. They will always remember the way you made them feel they they used your services and products. Success comes as a result of the value you offer.
8: Change Triggers Another Result
“The definition of insanity is doing the same thing over and over and expecting different results’. If you are not getting the results that you are seeking, then it’s obvious you need to change the way those things are done. The only way you will get different results is identifying what you did and doing something different, instead of more of the same and expecting a different result. The Law of Consequences simply won’t allow it.
9: Information is not knowledge. The only source of knowledge is experience
Just because you have lots of experience, it doesn’t give you wisdom. Wisdom comes from application of the knowledge you obtain through experience. Learn the lessons that life throws at you in sales, and you have opportunities opening up in front of you.
10: Understand the Basics
“You have to learn the rules of the game. And then you have to play better than anyone else.” So many salespeople I see think they are more advanced in their knowledge than they really are. Unfortunately, if they don’t get the basics right, they will never progress. The basics are the foundations on which to build. When you practice the basics often enough, you do them subconsciously, and that’s the key to improvement.
Those are just ten of Einstein’s ideas, out of the tens of thousands he developed during his lifetime. If you can develop an awareness of what they mean for you, there is no doubt that this mindset will create an ability in you that you never thought was there.