BERT MAES

The Future of CNC Manufacturing Education – CNC Manufacturing, Education Reform & Change Management News.

Don’t sell a product or a course. Sell a community. 12 Tips.

Posted by Bert Maes on April 7, 2011


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Since a long time I am thinking about the most important rules for success as a sales professional, success as a teacher, success as a principal and even success as a student.

My last month’s experiences during trips to schools in Portugal, Germany, Finland and Norway, and 2 articles (here and here) might have given me the answer:

  • Every single person is situated in the middle of potential resources.
  • And every single person is driven by two fundamental social needs: the need to belong and the need to be significant.
  • To meet those two needs we only have to strengthen the relationships with others, with those potential resources.

For sales professionals I believe this means:

  • Have a sales philosophy that emphasizes relationship building.
  • Top sales pros know that success in life isn’t the money you make, but the relationships you build.
  • Accentuate your product’s potential for relationship building.
  • Value the relationship more than making your quota. Think end-of-time friendships not end-of-month totals.
  • You’re first order of business: connecting your customers with each other. Think about how much our lives are driven by peer recommendation these days.
  • Become a trusted advisor that people seek out; not someone  pushing product to anyone that will listen.
  • Be passionate about share of customer not share of market.
  • Sell people a good product and they will like you. Connect them with their peers and they will love you.

For education professionals:

  • Engage students. Create flow experiences through projects and events that not only bring fun and excitement, but also help them to build social connectivity.
  • Get students involved as early as possible in deciding what to teach. It is a big thing for teenagers to have their opinion count.  In school, that can make a big impression with small but meaningful acts. Young people are looking for platforms on which they can tell their own story.
  • Create tools and projects that connect and make your students the stars.
  • If you can offer students a better way to belong, a better way to be significant, and a better way to connect to and impress their peers than what’s already out there, then your students will invest their time into the community, the project and the events you create for them.

Maybe the biggest challenge facing schools that want to attract more students to their manufacturing departments is the right focus on connectivity.

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