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.
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.