Random Lines
While I may think & hunt like a wolf, the name I give my mindset is – bison.
It has less to do with anything important than it does I’m a big wildlife fan. Still, it connotes mental toughness & symbolizes two things: all details matter (eating every part of the bison), and understanding the unconscious mind ß where our behavioral tendencies/evaluation process/and virtually all decision-making functions form.
Bison Mentality (Shortest Form): Impenetrable / Definition: impossible to pass through or enter / optional one-minute video clip explo
At the end of the day, my selling approach all boils down to thinking.
Not dissimilar to engineering process, it’s all about continuous improvement, which essentially means – getting better all the time.
We put things into motion without being afraid of the outcomes – our decisions will always make sense based on knowledge of the situation.
Much has to do w/shifting focus; it’s NOT about adopting a ‘new way of thinking’ – it’s about listening to acquire insight that improves your own. It’s not changing your strategy or routine – it’s understanding how to adapt & boost effectiveness of your approach… when it makes sense.
If I were to offer you parenting advice, you clearly should NOT adapt your Dad approach. Doesn’t make sense – I don’t have kids.
Even if I did and told you the best, most guaranteed/fail-proof way to raise your kids, kindly tell me to F-off.
When it comes to selling employee benefits – collectively, our awareness & overall understanding will be higher than anyone
(on the planet).
(on the planet).
Why would we listen to former ivy league frat bros who don’t know shit about insurance?
Pretty confident we can find & figure out problems and create & implement solutions on our own (just sayin…)
For another example, you know exponentially more than I do about topics on the managerial side, and endless other things, whether it’s from your football background, rep experience, family life, or anything else.
If you don’t think I want to tap into that knowledge and my sales game won’t change b/c of it – you just don’t know me well enough yet.
Adapting is what I do best, and you can’t be successful in that department without learning.
I’ll have lots to learn, but I thrive on immersing myself into the unknown.
Everyone has blind spots – I’m far from an exception; the difference is, when working à my ego is left at the door. I proactively seek out what I don’t know, explicitly to make myself aware of information that might help me win… more.
Won’t guarantee results, but I can guarantee that I’ll never be satisfied.
Feedback is as important as anything for development, and you won’t find many who value it more – especially constructive.
I want to hear every perspective – certainly those I don’t fully understand. Nothing wrong with admitting you don’t know something!
Doesn’t mean I have to accept/apply everything I read or what people tell me, but if I’m unaware of relevant information – how could I know if my current approach is effective… as it could be?
Money always follows a win – so, why fixate on the inevitable? When you know a process works and execute properly – failure is the only option.
Regarding the difficulty of explaining sales process – I mention how ‘most information falls on deaf ears’ ß key word is most.
You’ve always given me the time of day, and, while it may feel insignificant to you – I can probably count one hand the people in that group.
I’m huge on active listening, and that means taking steps to understand. I’ve learned it’s shockingly rare, so just know how much I appreciate you hearing me out.
The takeaway, isn’t that my opinion regarding sales strategy is better, or that anyone else wrong – it’s that my opinion is different, and in many ways – that’s the difference.
You know me well enough to know I won’t be coming-in ‘guns blazing’ with the mindset/behavioral stuff (not my style/head down either way).
I’m laying it out b/c having this new knowledge is a monumental X-factor that will benefit Lincoln in bigger ways than I can express.
Behavioral Science doesn’t only have the potential to transform small business or any block at Lincoln; by combining what I know with what you & the leadership team does – while you won’t nor would I expect you to see it for some time – we would have an opportunity to change the entire game… for the better.
Either way, I have information, both on the sales process & behavioral side, that can help you win MORE (if you want).
I’ll be infusing advanced insights in my strategy either way, so I’m not trying to convince anyone it works. If given an opportunity à I can prove it.
You’ve undoubtedly heard of Kobe’s Mamba Mentality, and you know how intense Michael Jordan’s mindset is; Bison Mentality is more similar than you think, but also unique in many ways. Regardless, you should avoid trying to emulate other people – my advice is to create your own way of thinking.