Stephen Shapiro, Hall of Fame speaker, and author of a few books, including Best Practices are Stupid: 40 Ways to Out-Innovate the Competition, joins me on this episode.
Stephen says the single biggest challenge facing sales reps is the same challenge facing companies: differentiation. What do you do to help yourself to stand out? Stephen suggests recognizing what makes you special?
Why best practices are stupid: replication is not innovation; what works for one, may not work for another; and best practices undersample failure. You hear about the successes, but not the failures from the exact same process.
Stephen teaches best practices, with skepticism. Use the lens of, does this really make sense for me? Do I really believe this was what caused them to be successful? If you are going to be unique, why would you copy?
Stephen labels best practices as business plagiarism. Don’t copy what everyone else is doing. Differentiate yourself. Fit practices to yourself, not yourself to practices.
Asking for ideas is a bad idea. Everyone has ideas, and most of them stink. Stephen suggests shifting to an innovation program that is challenge-centric. Identify a well-framed challenge. Quantify evaluation criteria. Ask specific questions.
Don’t think outside the box. Find a better box. Don’t think in abstracts. Focus on the right place to look for solutions. Stephen tells about getting baggage and passengers to arrive at the baggage carrousel at the same time.
Goldilocks and the three questions: Some questions are too soft, or abstract. Some questions are too hard, or specific. Some are just right, and invite creative thinking.
Become masterful at asking better questions, from a place of understanding where someone is, they will come to the conclusion themselves. They will have ownership, and you will have a solution tailored to their needs.
Lesson from Indiana Jones: Don’t just survey your customers. Observe them in action. There is no substitute for seeing your customer. Stephen reveals a problem with big data, and a bigger problem with surveys.
Confirmation bias is less taxing on the brain. Fight it consciously. Political divisiveness is a result of confirmation bias. Data-driven reporting can reinforce confirmation bias.
Simplification is the best innovation. More features and functions confuse the buyer. In order to buy, a buyer needs to: be dissatisfied with the status quo, envision a better future, and believe the effort is worth it. Simplify the implementation.
If your selling evinces core principles then you are making things simple for the buyer. Stephen contrasts jazz jamming with a symphony. Jazz is simplicity. When you have principles instead of procedures, you have adaptability.