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6th Sense Proposals

Topics such as "How to sell like hell," "Presentations that change the game" "Break the rules, make new rules, and be heard through the noise" "The Comp Contrarian - become a Workers' Comp Guru" "Change the conversation. Capture the account."


Preston Diamond Preston Diamond , 4/8/2014
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These words (they’re almost poetry) belong on posters in schools and kids' bedrooms everywhere – and in the minds of you and your producers:

I've missed more than 9,000 shots in my career/ I've lost almost 300 games/ 26 times I've been trusted to take the game-winning shot/ and missed./ I've failed over, and over and over again in my life./ And that is why/ I succeed.
          Michael Jordan

You might recognize them from the script of a recent Nike commercial that shows Jordan exiting his car under the United Center and entering the arena. The spot might or might or not sell shoes, but it's a great way to promote a critical and often overlooked truth: failure has an integral relation to success.

People who are afraid to fail will coast though life and never come close to their potential. Failure – honest failure despite genuine effort – is an underrated teacher and motivator, as well as a sign you’re striving at close to your full capacity.

If you're not failing from time to time, you're not pushing yourself; and if you're not pushing yourself, your life is destined to be a sorry litany of mightas and couldas.
Of all the ways writers and thinkers have expressed this sentiment throughout the ages ("A man's reach should exceed his grasp . . ." “If at first, you don’t succeed …” and so forth), few are likely to resonate in our culture as well as the Nike commercial, written by Jamie Barrett after conversations with Jordan.
The moral of this blog: Fail to succeed – and dare to fail for unbelievable success!

Here are a few ways you can apply this principle to selling:

  • Target the big guys. Go after an account that you know is at least 20% larger than your current     largest client. 
  • Give seminars. If you haven’t presented a seminar to a group recently, schedule it now. Start with five to ten people.
  • Make cold calls. Most sales experts (usually including me) don’t favor this approach. However, if you spend two hours a week cold calling, you might get some appointments – and you’ll certainly get practice. 
  • Do team selling. Commit to this approach for the next two weeks with your benefits expert, another producer, or non-insurance salesperson. Yeah. Make it the non-insurance salesperson. Pick the right one and you'll learn a ton.
To put it in a nutshell: Be lIke Mike!