I was at the Our Ocean Conference that John Kerry put on when he was Secretary of State. Sylvia Earle came late to the lunch table. And there's just one tray left with sort of fillets labeled fish.
We know this animal died in 1976. Sylvia Earle and others would say something like that.
So would you like to take it away? Lisa Earle McLeod: Thanks, thanks. Well I'm so glad to be here with you all today.
Uh-hum. I'm Lisa. male #1: How do you do? Lisa Earle McLeod: Hi, nice to meet you. Go ahead and have a seat.
male #3: And they were kind of shocked and Lisa Earle McLeod: Okay. male #3: Lisa Earle McLeod: Right.
male #3: It was in June. Lisa Earle McLeod: It was June. So what do you remember about it?
male #3: They were just really happy. Lisa Earle McLeod: Uh-huh. male #3: Lisa Earle McLeod: Okay.
So I think one of the ways that I've made a difference is when they request kind of non-revenue generating things like -- Lisa Earle McLeod: Um-hum. female #1: and we get back to them with really quickly --
female #1: and we get back to them with really quickly -- Lisa Earle McLeod: Um-hum. female #1: Lisa Earle McLeod: Um-hum.
female #1: The client is just very appreciative. Lisa Earle McLeod: Okay. female #1: They were very surprised that we could get it that fast.
female #1: They were very surprised that we could get it that fast. Lisa Earle McLeod: Okay. Well now let me ask you a question: when we started off I asked you to describe to your partners what you did for a living.
male #4: The second time was more emotional. Lisa Earle McLeod: It's more emotional. male #4: More passionate Lisa Earle McLeod: More passionate.
female #3: A little more excited. Lisa Earle McLeod: There's more energy, there's more excitement. That feeling that you had when you described how you made a difference to someone, that's the feeling that I wanna focus on, that I want you to be able to take into your interactions
Rachel: Casual. Lisa Earle McLeod: The first time was more casual and the second time -- Rachel: Earnest. Lisa Earle McLeod: and the second time was more earnest. So the first time was more casual, the second time was more earnest.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Okay.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Okay.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: male #6: Lisa Earle McLeod: Um-hum.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Okay.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Um-hum.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Um-hum.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Um-hum.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Yeah.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: the stores are well run.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Really?
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Right.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Um-hum.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: You can feel it.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Okay.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Right.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Okay.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Yeah.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: Um-hum.
She's thinking, "I change lives, I heal people." Think back to that and now think about these people that sell project management software. Lisa Earle McLeod: It is.
But all I could see-- those beautiful tree-like extended tentacles were not extended. And Sylvia Earle -- who wrote a wonderful forward for the book, "Spineless," and with whom I've been in the field many times,
They're doin' an exercise right now where I asked them to, no you're good, you're good, yeah 'cause you're lucky you get to do it with me now. male #1: Lisa Earle McLeod: Imagine, and I'll explain the background on this in a little bit, we're talking about how to show up for your customers with purpose. So what I want you to do is I want you to just imagine we're at, we just met, which we did, and I say, "What do you do for a living?"
What do you do for a living? male #1: Lisa Earle McLeod: You're a programmer. Oh where do you work?
Oh where do you work? male #1: Lisa Earle McLeod: Okay, like what? male #1: Lisa Earle McLeod: Okay, so you're a programmer and it's secret.
male #1: Lisa Earle McLeod: Okay, like what? male #1: Lisa Earle McLeod: Okay, so you're a programmer and it's secret. Okay, I got it, that's good, that's all I need to know.
What kinds of behavior do you think you see from those salespeople? male #2: Lisa Earle McLeod: Um-hum. Um-hum. Here's my product, here's my product, here's my goal, here's my number.
What do you think happens there? someone in audience: Lisa Earle McLeod: Um, sometimes, sometimes. A lot of times these people have trouble closing the deal 'cause they don't have the technical expertise.
What about the salespeople that make lots and lots of sales calls but the calls are relatively short, they don't engage a customer in much of a dialog? someone in audience: Lisa Earle McLeod: That's okay, depends on what you sell, it's kinda that spray and pray, and I'm gonna talk to you and I'm gonna talk to you, and I'm gonna talk to you and if I'm persistent enough it's a numbers game, I'll probably eventually sell something.
Come on I heard y'all talkin', tell me what you described? male #3: Lisa Earle McLeod: Uh-huh. male #3: Lisa Earle McLeod: Uh-huh.
male #3: Lisa Earle McLeod: Uh-huh. male #3: Lisa Earle McLeod: Uh-huh. male #3: Lisa Earle McLeod: Okay.
male #3: Lisa Earle McLeod: Uh-huh. male #3: Lisa Earle McLeod: Okay. male #3: And they were kind of shocked and
Lisa Earle McLeod: Okay. male #3: Lisa Earle McLeod: Right. So what do you remember about that?
Lisa Earle McLeod: Uh-huh. male #3: Lisa Earle McLeod: Okay. male #3: They were surprised that Lisa Earle McLeod: Uh-huh.
male #3: They were surprised that Lisa Earle McLeod: Uh-huh. male #3: Lisa Earle McLeod: Uh-hum. male #3: Lisa Earle McLeod: Right.
male #3: Lisa Earle McLeod: Uh-hum. male #3: Lisa Earle McLeod: Right. male #3: Lisa Earle McLeod: But they were surprised?
male #3: Lisa Earle McLeod: Right. male #3: Lisa Earle McLeod: But they were surprised? What else did you all come up with?
Lisa Earle McLeod: Um-hum. female #1: Lisa Earle McLeod: Um-hum. female #1: So it's not like a specific thing but it's more like Lisa Earle McLeod: Right.