“Don’t copy. Instead, draw inspiration from these tips and these interviews and just try things and work to incorporate what fits you and make it your own”– Jono Clegg in today’s Tip 63
What do you think? How do you develop your own style and approach?
Join the conversation below and share your thoughts.
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today, I wanted to share another clip from my most recent interview on Sales Success Stories with Jono Clegg. What he talks about here does a pretty good job of summing up one of the most important success themes I’ve noticed after having done over 60 of these interviews with top 1%ers. Here’s Jono:
Jono Clegg: I stopped with my style. I think it can be a while to, to sort of get my style back. I looked when I first came into the business at what the top people were doing and tried to copying. And I quickly realized that you can’t copy, but you’ve got to develop your own style and you’ve got to be your own person when you’re speaking to people and you’re spending so much time with them. If I’m spending four hours of time and in the theater with a surgeon, I can’t be fake for four hours. I might be able to manage it for 10 minutes or something, but you can not gonna be able to fake that. So being a relationship builder and just being yourself, and then actually obviously, you’ve got to reflect their personality type. So identifying what their personality type is and matching yourself to that or at least having those talking points around it. So for example, some of our surgeons, and you might think all surgeons are analytically minded, but a lot of them don’t want to talk about it at all. But some of them really do, so some of them will want lots of research papers to back up while something’s happening. They’ll want to talk about that all the time. That’s the sort of interest things that get them going. But then you’ve got other ones who are just real drivers and those are normally the ones that like the new innovative things. Once again, moving straight away with a new product because they feel that actually if that’s being developed then that might be a lot better. So they’ll want to try that out straight and say, trying to figure out people and their personality type says is a big, big part of my style. And I listened to your podcast, obviously the other day. And I think you hit the nail on the head of what I’d been looking forward to describing mine when I’d seen the questions that you’re asking and I think I try and project manage the opportunity in I own the deal and I own the opportunity and not on the person that is the point of contact, but I know that I’m not the most technically gifted person in our team or have the best negotiating skills. So I lean on the people around me and that swings back to my internal relationships in terms of bringing people in when you need them and letting them do the work that probably takes you forever to do.
Scott Ingram: I like this clip a lot, because not only does Jono call out the importance of having your own style, but you also get to hear some very clear examples of how he applies that idea. Clearly understanding some of his strengths and weaknesses and adapting accordingly. I could talk about this for a long time, but the point of these tips is for them to be fairly short. So I’ll just say this. Just like Jono says: “Don’t copy. Instead, draw inspiration from these tips and these interviews and just try things and work to incorporate what fits you and make it your own”. I really feel like it’s that process that is the true road to success. What do you think? How do you develop your own style and approach? Join the conversation at DailySales.Tips/63, then come back tomorrow where I’ll talk a bit more about the road to success.