Mo shares his insights from the habits of Glen Jackson.

• Do the unexpected. Many business developers find themselves in a sea of sameness. From a positioning and marketing standpoint, everything tends to blend in and look the same. If you’re in that situation the more power you have as an individual human and the more important you are in the decision-making process.
• The good news about being in an industry that is commoditized is that you are the brand and the differentiator. You are the number one thing that separates you from the competition.
• You can interact with clients and prospects differently in ways that they aren’t expecting. There are no traffic jams along the extra mile. The more commoditized the industry is, the more that human interaction matters.
• Trust is vital to relationships and it’s one of the few resources in the world where the more you have and use it, the more you gain. If you’re in a meeting and all you are doing is focusing on building trust it takes the pressure off, speeds up the decision making process, and you are more likely to be chosen the next time.
• When we focus on building trust first and foremost, the right thing happens for the client and the right thing happens for you. Trust results in more purchases, more referrals, and more word of mouth.
• Be more interested than interesting. It’s very rare that people are interested more in other people than in speaking about themselves, but tons of research backs up this approach.
• If you can keep the spotlight on the other person, likeability is formed while you’re asking them questions. If you keep sending it back to them, once the conversation does swing back to you they will be much more curious and interested in you. 80% of the focus should be on the other person.

Mentioned in this Episode:

GrowBIGPlaybook.com

pathtopreeminence.com