3 Ways to Be More Likable

be likable

The Snowball System

 

Many people want to grow a business, increase client referrals, and spark momentum. At the same time, people resist sales efforts and struggle with developing business.

How do you grow your business without selling your soul?

Mo Bunnell is an author, speaker, consultant, and founder and CEO of Bunnell Ideal Group (BIG). In his book, The Snowball System: How to Win More Business and Turn Clients into Raving Fans, he shares his knowledge and experience in helping businesses grow.

I recently spoke with him about how to be more likable, gain referrals, improve business development, and create teams that have momentum.

 

Be Strategically Helpful

Why do so many people have such a negative feeling about sales?

The word “sales” is loaded. For many people it conjures up being pushy, dishonest and selfish—and that the salesperson stuff they try to push on others, whether they need it or not.

This is sad because when selling is done the right way, it’s great for all involved. It helps create a future that didn’t exist before. It’s long-term focused. It’s about the other person.

This is one reason we have to use code words for sales: business development, relationship building and the like. “Sales” is just too charged to use with some people.

In The Snowball System, we say sales is “being strategically helpful.” When people do that, everyone wins.

 

“Sales is being strategically helpful.” -Mo Bunnell

 

Experts Are Made

Can anyone learn the skills of business development?

Without a doubt, yes. And that’s different than a lot of people think.

My favorite researcher on expertise is Dr. Anders Ericsson out of Florida State University. He’s widely known as the worldwide exert on expertise. He says, “Consistently and overwhelmingly, the evidence showed that experts are always made, not born.”

We’ve trained comprehensive sales skills to over 12,000 professionals. I’ve seen people in all roles, at all starting points from all areas of the world. With that context, I’d add this: “Nearly everyone has a few natural tendencies that will help them with sales. Maybe they’re gregarious, are inquisitive or relentless in pursuing goals. But being great at sales requires dozens of skills—it’s a complex craft worthy of its own study. No one is a ‘born salesperson,’ and everyone can improve. It’s no different than learning a musical instrument or a sport. Some people are naturally disposed to be have a higher upper ceiling, but anyone can improve. And anyone that’s great learned it and earned it.”

Once people have that mindset, they can learn to love selling and become great at it. It just takes knowing the skills needed and an ongoing system to incrementally improve over time. The Snowball System breaks down every skill needed to become great at sales.

 

“Likability is a soft skill that leads to hard results.” -Mo Bunnell

 

3 Ways to Be More Likable

22 Quotes to Inspire the Spirit of Giving

quotes on giving

Be a Better Giver

 

There is enormous power in giving to others with no expectation of receiving anything in return. Practiced givers understand this and give almost instinctually of time, talent, and treasure. When you witness someone who truly gives from the heart, it is truly something to experience. With that in mind, here are a few quotes to inspire the spirit of giving.

 

“Only by giving are you able to receive more than you already have.” –Jim Rohn

 

“Life isn’t about getting and having, it’s about giving and being.” –Kevin Kruse

 

“To do more for the world than the world does for you—that is success.” –Henry Ford

 

“If you get, give. If you learn, teach.” –Maya Angelou

 

“Be helpful. When you see a person without a smile, give them yours.” –Zig Ziglar

 

“Happiness doesn’t result from what we get, but from what we give.” –Ben Carson

 

“Service to others is the rent you pay for your room here on earth.” –Muhammad Ali

 

“Love only grows by sharing. You can only have more for yourself by giving it away to others.” –Brian Tracy

 

“No one has ever become poor by giving.” –Anne Frank

7 Elements of Leadership Gratitude

leadership gratitude

Leadership Gratitude

Years ago, I recall working on a major project for months. Every individual on the team was expected to do his or her own regular day job, and also work on this massive initiative on the side. At night. On the weekends. In whatever spare time you could find.

I recall the brutal travel required to get it all done. The entire team finished, and it culminated in a big presentation at company headquarters. Visiting executives were positioned in a large conference room, listening to the findings and recommendations of the group.

What that team did was impressive, and the executives in the room were pleased. That was clear because they immediately adopted the suggestions.

But they didn’t tell us. They didn’t say anything.

The team had imagined that they would take us all out for a big celebratory dinner. It didn’t happen. Instead, we simply faded back into the daily activities that consumed us before it all started.

The problem was a senior management failure to recognize the huge contribution of the team. The senior executives had an entitlement mentality. I am sure that, if you asked any one of them, they would say, “Well, that’s what they are paid for!” Or, under significant stress, they simply did not think about it.

Having served as a senior leader for many years myself, I am conscious of this more than ever. In the busyness of the job, in the pressure of the need to perform, it isn’t always easy to remember to pause and say thanks. We are on to the next thing and there are dozens waiting in line.

Ask yourself, how often have I been guilty of the same behavior?

 

“Silent gratitude isn’t much use to anyone.” -Gertrude Stein

 

Leaders Express Thanks

Leaders stop and express gratitude.

Leaders regularly look for ways to show gratitude to those who make a difference in their lives.

Sam Walton said it incredibly well when he said, “Nothing else can quite substitute for a few well-chosen, well-timed, sincere words of praise.”

When should a leader express gratitude? What does leadership gratitude look like?

 

“Nothing else can quite substitute for a few well-chosen, well-timed, sincere words of praise.” -Sam Walton

 

Gratitude is best when it is:

Harnessing the Creative Potential of Social Design

design

The Importance of Social Design

I read widely to challenge and expand my thinking. In The Intergalactic Design Guide: Harnessing the Creative Potential of Social Design, Cheryl Heller presents a system for putting social design into action. This takes creative abilities and puts them into practice. It’s different.

Cheryl Heller is the founding chair of the first MFA program in Design for Social Innovation at the School of Visual Arts in Manhattan.

 

What is social design?

Social Design is the design of the invisible dynamics and relationships that affect society and the future. It’s the creation of new social conditions intended to increase human agency, creativity, equity, resilience, and our connection to nature.

It is essentially the same process used to develop innovative products and services, but applied at a larger scale. Instead of a small team of expert designers being responsible for the creative output or product, however, social design is done by cross-disciplinary teams, including both people inside the company and in external stakeholder communities. The goal, in addition to breakthrough products and services, is breakthrough interactions between people that lead to ongoing innovation. Because the process is participatory, everyone learns to do it. Because learning to do it instills a greater sense of agency and possibilities, everyone who participates is transformed.

 

“Social designers are resourceful, observant, open minded and able to live and work with ambiguity.” -Cheryl Heller

 

Social Design versus Traditional Design

How is it different from traditional design?

Social Design differs from traditional approaches in several important ways:

‣ It looks far beyond design thinking, which has made significant inroads in business, education and social organizations in recent years. It is an iterative process for developing alternative ideas and strategies based on understanding a “user” and a specific problem. Social design’s purview is whole communities or societies.

‣ The design process isn’t relegated to a team of designers, or isolated in a specific phase of the research and development process. Cross-departmental teams, some of whom are designers, are formed around a particular goal or outcome, and everyone participates in the entire process. What are typically sequential activities, performed by a series of experts, like research, problem framing, synthesis, ideation, testing and the like, are collapsed into a series of fluid stages in which everyone’s perspectives are integrated. This not only surfaces opportunities and challenges early, but also gives everyone access to insights that make them smarter, regardless of which stage they are accountable for.

‣ Social design relies on observation and inquiry rather than formal strategies and fixed plans. Preconceived ideas, however brilliant they sound, are to be avoided. Research is undertaken not to prove a theory, but to understand context and reframe questions. Answers are not determined in advance. The ultimate outcome may be fixed and inviolate, but not the step-by-step path to getting there. Observation of patterns, of unexpected reactions, whether in team members or customers, become the source of inspiration and invention—the real-time feedback that makes the idea, when it is developed, far more likely to work and succeed.

‣ Social design employs “making to learn.” That means giving ideas form to which others can react and help refine in collaborative fashion. Instead of waiting to get an idea “perfect” before showing it to its intended audience, users respond to versions in unfinished stages, and that input is incorporated into the design. Making-to-learn relies on iteration, and requires the freedom to pivot along the way, sometimes abandoning an idea, but always long before a big investment has been made. Giving form to ideas makes those ideas more appropriate to the people for whom they’re intended and makes them accessible to more people, and more diverse perspectives, as they’re developed.

‣ The outputs aren’t PowerPoint slides and Excel spreadsheets. Instead, they are maps and sketches and images and pictures underpinned with data that bring to life the entire ecosystem of stakeholders and forces in play. These visual outputs help make sure diverse people are seeing the same thing and can uncover otherwise hidden dynamics.

 

“Social design relies on observation and inquiry rather than formal strategies and fixed plans.” -Cheryl Heller

 

How is the role of the designer changing today?