Some of the greatest innovations of our time didn’t happen as easily as we remember. They were met with skepticism and resistance just like any other risky idea. When you’ve come up with an original idea or something that goes against the grain, you need to be prepared for pushback. And you’re going to need help.
One of the best guides out there is Adam Grant’s Originals: How Non-Conformists Move the World. It goes hand-in-hand with some of our teachings at Selling Energy, particularly when it comes to overcoming objections, motivating your prospects, and compiling material to state your case (i.e., a Success Story Archive™ and an Objections Archive™). The last thing a customer wants is to realize they are out of step or have been left behind! It’s up to you to make sure that you’re saying the right things and that they don’t pass up a good opportunity.
Selling efficiency can sometimes feel like you’re swimming upstream, but knowing how to present it will keep you ahead of the curve. If you’re looking for supplemental material to our Learning to S.E.E.: Sell Energy Effectively™ program, then Originals is a book for you.
Here is the summary on Amazon:
“With Give and Take, Adam Grant not only introduced a landmark new paradigm for success but also established himself as one of his generation’s most compelling and provocative thought leaders. In Originals, he again addresses the challenge of improving the world, but now from the perspective of becoming original: choosing to champion novel ideas and values that go against the grain, battle conformity, and buck outdated traditions. How can we originate new ideas, policies, and practices without risking it all?
“Using surprising studies and stories spanning business, politics, sports, and entertainment, Grant explores how to recognize a good idea, speak up without getting silenced, build a coalition of allies, choose the right time to act, and manage fear and doubt; how parents and teachers can nurture originality in children; and, how leaders can build cultures that welcome dissent. Learn from an entrepreneur who pitches his start-ups by highlighting the reasons not to invest, a woman at Apple who challenged Steve Jobs from three levels below, an analyst who overturned the rule of secrecy at the CIA, a billionaire financial wizard who fires employees for failing to criticize him, and a TV executive who didn’t even work in comedy but saved Seinfeld from the cutting-room floor. The payoff is a set of groundbreaking insights about rejecting conformity and improving the status quo.”
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