1. Bruce Lee and the Art of Selling Jacob Morgan, Principal Chess Media Group

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Principal, Chess Media Group

Author of Twittfaced & forthcoming book for McGraw Hill

Blogger on enterprise and customer collaboration: Socialbusinessadviser.com

Traveler, Chess Lover, and Explorer

Twitter: @JacobM

3. A Point of View

Most people say they listen but they don t

There is too much fighting within organizations

Organizations need to shift towards collaboration

If you don t trust someone, why work with them or for them?

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My style? You can call it the art of fighting without fighting~ Bruce Lee 5. Dont Kick and Dont Sell

Nowadays you don t go around on the street kicking people, punching people because if you do, well that s it I don t care how good you are.

6. Dont Kick and Dont Sell

Nowadays you don t go around on the streetselling people, hustling people because if you do, well that s it I don t care how good you are.

7. Building Trust With Your Customers

Listen

Build weak ties

Give things away

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Seek to understand the root. It is futile to argue as to which single leaf, which design of branch, or which attractive flower you like; when you understand the root, you understand all its blossoming. 9. Listen

Listening isn t an action.It s a feeling that your customer should get, they should feelLISTENED TO

10. Listen

You talk less

You connect with the customer

You understand the customer

You empathize with the customer

The customer feels like they are being listened to

11. Listening Evolved

In-person

Feedback forms

Focus groups

Newspapers

Radio

Comment cards

Letters

Twitter conversations

Career changes on LinkedIn

Press releases

Google alerts/monitoring tools

Blog posts

Comments on articles

Emails

12. Leverage The Tools To Learn About Your Customers

Within your CRM system (and it syncs)

Pulls in social data

Find the right contacts

Contact information

Competitive information

Relevant information

13. Leverage the tools to learn about your customers 14. Build Weak Ties

Information bridges

Distributes information

Potential to form strong ties

Require little effort to maintain and can have many

Weak ties connect to other ties

15. LinkedIn Is Great For Weak Ties! 16. It s Hard To Trust What You Don t Understand

So employees understand:

• Why you do what you do

• How you think and make decisions

• How you approach and solve problems

• You as a person

• How to connect with you

17. So Is A Blog! 18. Keep Adapting AndFlowing

Running water never grows stale. So you just have to 'keep on flowing.

19. Give Things Away?

Don t give things away just for the sake of giving things away.

• Do it to:

• • Provide value

• • Connect with people who believe what you believe (from Simon Sinek)

20. Give Things Away? 21. Provide Value

When you give something away that is valuable you:

• Build credibility

• Show your expertise

• Become more relevant

• Generate a sense of reciprocal obligationwhich is the source of relationships

22. Connect With People Who Believe What You Believe

When we re surrounded by people who believe what we believe, something remarkable happens, trust emerges ~Simon Sinek

23. Emergent Collaboration Platforms Are VERYGood At This

Discovering your company

Building communities of interest

Publicly sharing ideas or thoughts

Building trust

Finding and sharing information

And many many other things

24. Always be yourself, express yourself, have faith in yourself, do not go out and look for a successful personality and duplicate it. 25. Bruce Lee Brings It All Back Home

Lee said the best fighting is not - fighting

The best selling is not - selling

The best persuasion is not - persuasion

The best sale isnt a fight at all: Its the re-discovery that 1+1 > 2, and that the best raw material for collaboration is the customer sitting in front of you

26.

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Twitter: @JacobM

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To hell with circumstances; I create opportunities. ~ Bruce Lee