Many years ago, I checked a big item off my Bucket List…before I even knew what a bucket list was.
I had always wanted to know what it was like to go skydiving.
After years of talking with people who had jumped out of perfectly good airplanes, and feeling no satisfaction in really knowing what it was like, I decided to take the plunge.
Looking back, getting in the airplane wasn’t the difficult part. For me, getting into my car and driving to the skydiving school was the tough part. That was because I received vital information in my training to help me understand how safe it really was.
So, getting into the plane and taking my seat felt very much like I was getting on a carnival ride (which, incidentally, are statistically more dangerous than skydiving).
It was a tandem jump and the instructor asked how I wanted to exit the plane. The idea of a somersault came to mind, so he smiled, we jumped and did our somersault.
We did a freefall for 60 seconds from 13,500 feet down to 5,000 feet. At which time I gave the instructor the assigned signal and reached back and pulled the ripcord.
With a jolt pulling us both upward, everything went silent. No more slicing through the air as gravity pulled us toward the ground. It was peaceful. The two of us were able to talk. We even practiced the landing as I had full control of the parachute.
We even zoomed into a cloud and did a corkscrew turn out the bottom of it. It all ended with a perfect landing.
I TOLD YOU THAT TO TELL YOU THIS…
There are moments in every day for a sales professional when a certain amount of courage is needed. Typically, we don’t consciously think about it in those terms, but that’s what’s happening.
In my experience of going skydiving, I learned an extremely valuable lesson that’s served me well over the years. It is this:
Much less courage is typically needed once we do what we need to do to understand all of the information we need to know.
This lesson plays well into the message of our featured resource today.
The man known as “The Deal Doctor,” Jeff Hoffman (@mjhoffman), wrote a post on the HubSpot Sales Blog titled: “The Best Sales Voicemail I Ever Received … Was Just a Voicemail.”
THE BIG IDEA
The big idea of Hoffman’s post is this:
Both emails and voicemails each have their best times to be used. Knowing when to use the correct form of communication at the right time, with the information the buyer needs, leads to a more sales.
WHAT I LIKED
Hoffman leads with a story, a strong example of what worked for him in the role of a buyer. It’s great insight. Then he gives us a simple question to ask ourselves when we need to know which form of communication is best.
Hoffman’s question ties together closely with my skydiving experience and the lesson I shared with you a few paragraphs ago.
Read Jeff’s post to see what his question is, and then be [completely] honest with yourself whenever you ask yourself that question. If you answer yourself with the truth, and then act accordingly, I also believe your sales will increase.
[Reading Time of Hoffman’s Post: 2:30]
QUESTION ::: In which situation(s) do you consistently find yourself taking the easier route of communication
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