Every now and then, you have a conversation that resets you, reorients you, and changes your vision. I had one of those last week with Liz Strauss.
Liz is the founder of SOBCon, where the virtual meets concrete. This famous event is more than an event from everything I’ve heard and read. It is a life and business changing experience. If you’re involved with the social web, and want to meet and really engage with the internet’s best minds, head to Chicago on April 30. Study it all here.
My purpose in telling you about Liz Strauss is because I’ve been sitting on the fence and she pulled me off that fence with beautiful kindness and encouragement. I connected with her on Twitter and wanted to learn about her work. I figured I’d get five minutes with a person as well known as Liz, but I didn’t. I received a 55-minute gift.
As a journalist at heart, I’ve learned to ask questions. Liz turned that idea on its head. She must have heard something in my voice and proceeded to ask me loads of questions about my work with Sales Rescue Team and a new webinar series I’m working on called Sales Kickstart for Small Business and where I was going. “To know where you’re going is irresistibly attractive,” Liz told me.
Her questions weren’t tactical, but fundamental. She gets to the core of the conversation very, very quickly. I’m sharing some of the answers here to help you sell in today’s new world of social business and to guide your company.
“You want to listen, really listen, to your customers because they’ll tell you what they want.”
“The purpose of listening isn’t to just gather info, but to CONNECT.”
“You don’t win by sitting across the table from a prospect or customer, but from sitting on the SAME side of the table.”
“Make other people the center of the universe.”
Finally, my favorite:
“There is a difference between choice and decision. Choice is Baskin Robbins. Decision is when you kill off all other options. Decide.”
Sales Rescue Team is going to change very shortly because it can do so much more than its doing. There will still be free website reviews, but they’ll be faster for the teams to prepare and we’ll add paid packages, too. As Seth Godin says, be a linchpin, be indispensable. That’s where we’re headed: Being a linchpin for small business owners as they search for ways to make sales in a crazy economy.
TJ McCue is founder of Sales Rescue Team.