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Sales

Miscellaneous Thoughts, Sales

Blockchain’s Lesson… about Sales!

Like you, I’m learning what I can about Blockchain technology.  Not so I can invest in Bitcoin, but because of the prophecy that Blockchain will rule the future of digital commerce and securing data.  I’ve watched three documentaries and two YouTube videos intending to get a handle on Blockchain.  I still don’t think I fully “get it,” and that got me thinking about why.

Consider one expert’s explanation of Blockchain:

We have the wherewithal here to change technology that will actually help the entire human race.

This authority is passionately committed and clearly knows what he’s talking about… but I’m finding a chasm between the knowledge of experts like him, and the communication to people like me so that I can understand it and emotionally connect.  I need a “picture” (besides digital currency) of how Blockchain will impact business opportunities and my life.  I want to understand and I WANT to buy-in, and I still don’t get it.

That got me thinking…

Whose responsibility is it to close the chasm of understanding between an expert, and another?

Perhaps those in the videos don’t need to care if I understand Blockchain.  But if I’m selling a product, service, even an idea, I must be sure my customer “gets” how what I’m offering works in their context.  My Blockchain research experience is an excellent reminder for me that if I want another to think along MY lines, to agree with me, then I must enable them by bringing them across the chasm of understanding to my side.

See Building a StoryBrand  in Dave’s Reading List for how I’m taking-on this challenge!

P.S. I’ll get Blockchain figured out.

Miscellaneous Thoughts, Sales

Sales Lesson from a Russian Uber Driver

Meeting Uber driver “Sam” reminded me that infectious enthusiasm is better than all the sales skills in the world.  From the word, “hello,” it was clear that Sam was from Russia.  I asked him his story – it’s an endearing one.

Sam “won the green card lottery,” leaving Russia where he’d been trained as an attorney and a dental technician.  There wasn’t time to learn more about this peculiar combination. Sam moved to NYC.  With no credit history, he managed to purchase his Rav 4 at 18% interest so he could drive for Uber and work on his English.  After 9 months, Sam decided that he missed the mountains of his homeland.  Opening a map, he saw that Denver was near the mountains, so he packed his car and drove here.

Sam told us this and more with joyful delight, enthusiasm, gratefulness and laughter.  He was so happy – and he made me happy.

I got to thinking about Sam and about sales.  In this NOISY world, one in which it’s so hard to break through to customers, Sam made me WANT to be his customer.  He made me feel good about him, myself, my country, my life.  I wanted to give him a $20 tip on a $21 fare.

In sales, we train skills, strategy, product knowledge – we teach our teams how to get the attention of our prospect, and how to get them to buy from us.  Sam, the Russian Uber driver I met once and will always remember, is a great reminder that people want to engage but are busy and defensive because they know that mostly, we want something from them.  Instead of trying to get something, let’s give honest, joyful enthusiasm.

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