Becoming a Better Salesperson, Teachings from Amanda Gorman
As I reflect back on Wednesday’s inauguration ceremony I sit in awe of our Youth Poet Laureate, Amanda Gorman. At first the creative in me soaked up every word used, her cadence in delivery, the hero’s journey she took us on, and the hope and inspiration she left us with as she exited the stage. I took it all in, my heart full of love for my country, our people, and our will to contribute to a better world.
Let’s watch the recital one more time:
Watch CBSN Youth Poet Laureate Amanda Gorman recites poem at Joe Biden's inauguration
Incredible
right? Politics aside, absorb the performance for what it is. Who expected
that? This young woman held our attention for 5 of the 60-minute inauguration. I’m
smiling and getting chills as I write these sentences.
As I reflect a few days later, I also see how much I can
learn, and our team can learn from this young woman on the world stage. How
do her performance and poem correlate to sales, sales training, business?
1.
Recalibrate. At the beginning of her
performance, Amanda steps up to the podium, takes her time to open her binder,
breathes, looks up, pauses and then begins. There are no filler words, there is
confidence in the quiet of the stage before she starts. As you begin your next
meeting internally or with clients, pause, prepare, and then begin.
2.
Preparation. We don’t know how long it took to
write the poem. How many drafts and re-writes occurred. I’d like to think that
it was written well before January 6th, and after the events of that
day, Ms. Gorman modified the poem to incorporate the recent history of our democracy.
How often do you plan and prepare for your next call or meeting? Do you write
down your talking points and understand what the intention of the time spent
with the client is? What is success? What do you want to achieve?
3.
Practice. How many times do you think she practiced
before Wednesday morning? How many times did she film herself to listen to her
own voice and critique her cadence, her choice of hand gestures, the sweep of
looking out at the crowd? Think back to your last big meeting, or your next meeting
coming up? Is it the “biggest deal ever?” What have you done to practice for
your biggest play of the year or an important topic that you want to influence
the outcome in your favor? Practice practice practice. Record yourself. Video
conferencing is critical in our WFH business conditions.
4.
Bring your notes! Ms. Gorman’s confidence to
bring her binder, consistently refer back to it, while commanding the stage is
excellent. If you don’t have your notes/call plan/meeting agenda with you, you
are likely to forget a topic or have the call go in a different direction. In
this same vein, take notes. As you listen to your client, and you hear key
information, finish listening and when there is a break in the conversation,
ask for a moment to write down the note. Your client will appreciate that you
are taking notes, and actively listening. You can’t listen and write at the
same time. The silence in the meeting is fine and acceptable. No filler words
needed!
5.
Appearance. Ms. Gorman is vibrant in her color choice
of a yellow coat, and her red hairband. The barely present yellow eye shadow
glowed in the sunshine and against her clothing. Do you think about your
clothing during these times? What does your clothing say to your clients when
you are video conferencing? Is your camera angle good? Does video image convey
what you want it to convey as you try to close the deal? Use colors in your
favor. Use lighting to your advantage. Be professional.
6.
Be vulnerable, be brave. Ms. Gorman shares in
the poem her background. People buy from people. Create business relationships
that become friendships. It’s not all business, and certainly, during these WFH
pandemic conditions, we all can benefit from being authentic, and sharing insight
into who we are.
7.
Know your audience. Ms. Gorman’s poem reaches
out and speaks to all walks of life. She acknowledges all and requests a call
to action for us to unite despite our differences. Knowing your audience in sales is critical. The
4 personality styles we train with at AMMEX are from Jack Daly’s Hyper Sales
Growth:
I aspire to incorporate all personality styles like she did in my next meetings. I am an analytical more than an expressive. I can do better with my storytelling to reach the expressive. I know I have lost sales because I didn’t speak in the way the buyer hears. And in the same vein, I need to be patient with the amiables around me!
8. Hero’s Journey. Listen to her poem one more time. The title in itself is a hero’s journey, The Hill We Climb.The hero’s journey is a common template of stories dating back to the 1800s. If you think about your favorite movie
My favorite thought leader at this time is Brene’ Brown. As I listened to her podcast this weekend, the hero’s journey came up again. I heard the journey in Ms. Gorman’s performance both in her poem, and her own journey to the world stage. And then I had an aha moment. In sales and in business, our customers want to be the hero; we want our product to be the hero. I will incorporate storytelling and invoking the hero’s journey as I lead our team to reach our goals in 2021.
9. Game filming. Is there anything Ms. Gorman could have done differently? Do you game film your meetings and presentations? Be reflective, be critical of your behavior. We get better when we practice and when we open ourselves to feedback. Get your feedback loop going!
The only thing I could possibly give as feedback on Ms. Gorman’s performance is at the very end. The camera angle showed President Biden moving towards her to speak to her. It looks like he wanted to congratulate her and she exited swiftly, not acknowledging him. A pause here, accepting the accolades of our new president would have been great. I’d like to think that this slight misstep was due to the tightly scripted timing of the inauguration schedule. And she may have been just full of adrenaline and wanted to get off the stage. And truly, there is absolutely nothing critical of her performance. I do not begin to judge.
So as I conclude my writing on the influence of Amanda Gorman in business, I leave you with the first and last sentences of her poem:
…When day comes, we ask ourselves, where can we find light in this never-ending shade?
