Be Different, By Being Normal

Be Different, By Being Normal

The Art of Being Yourself

Hunter S. Thompson was a sports writer by trade. He used action words to describe play by play. This was all he knew, it was who he became. His writing was loud with animation no matter what he ended up writing about. His original style, his personality bled through. That is what made his writing stand out as new and exciting. He was himself no matter his surroundings or writing assignment. Once he started in other genres of writing his popularity grew from his stand out style. He was different, by being himself.

What I find interesting is that when at work so many of us leave regular life at home. Put on a uniform and become someone completely different. Think differently. Blindly follow procedures they know deeply do not work because they are separate than what works in their personal life.

How many times have you asked yourself, would I even stay on the phone with this script? Or buy your own product after your presentation. It is so common to think “in work mode” versus being yourself and doing what you know will work. Forgetting you’re a real person! Forgetting you are speaking to REAL PEOPLE!

If it’s a Monday and your the annoying guy that is calling on a Monday, doesn’t that sound like a great way to break the ice?

“Hey, I am about to ruin your Monday morning with a sales call you’ll pretend to listen to. (chuckle) My name is _____ I am calling from ______ we have an incredible offer BUT you’ve already tuned me out to do your actual work so…. we can jump into the good part where you share with me: INSERT (who selects new vendor relationships? If you have a major pain point with your CRM? How I can setup a lunch with you and your office mates for free training on…)

If your customer is an insurance adjuster and is constantly telling customers “No, you are not covered.” and in turn being screamed at, wouldn’t a pleasant conversation be a nice change? See the real person on the other line. If you are calling the main line and getting the receptionist, put yourself in their shoes. Think like they think. If they don’t like things, you mirror. I find that if you’re frank with your opinions you will get to real conversations faster. Even if they disagree with your frank statement, you have them engaged. Be different, by being normal!

You dial the number, take a deep breathe, smile. Get ready to make someone’s day.

Pro Tips

1. Listen for the person’s name that answers the phone and write it down. Use it back to them a few times in the conversation. People tend to answer the phone with their name. You show you’re on auto pilot when they’ve said it during the call and you ask for it later.

2. Have a few jokes ready. If it’s cold in the area, have a cold weather joke (people love complaining about the weather). If it’s Friday afternoon and everyone is quitting to the bar but you’re still on the phones, joke about it. Pay attention to what is going on so you can make conversation about it.

3. Break the fourth wall. Speak about what you are doing from third person. It takes all the teeth out of your salesperson bite. More on this in future newsletter!

4. Stop being a robot and falling into the corporate sludge of jargon and day to day. Be yourself! Be real! Be alive! This is a contagious energy that makes you memorable!

5. Be humble and ask questions. Learn what they do and need. Learn where you fit into their puzzle. Showing that you are not some know-it-all (even if you do).