Borrow what works.
“Good artists borrow, great artists steal.”
The quote was originally attributed to Pablo Picasso, but Steve Jobs made it famous most recently. He wore it like a badge of honor.
Humans have been around for a long time. To truly do something that no one has ever done before is no mean feat. Every work of art is derivative of some past work. It is nearly impossible to not borrow inspiration from somewhere.
You aren’t creating an artistic masterpiece or writing the Great American Novel. You are a sales professional. Your job in simplest terms is to get someone to do something they wouldn’t have done had you not been part of the equation. Sometimes, they already wanted to do it but just needed a push or pull in the right direction. Other times, they may have had an inkling that they wanted to do it, but had no idea where to start. Still others, they had no idea they even wanted what you are offering and you not only introduced it to them and enlightened them, but you changed their lives in the process.
It is safe to say that if you have a job in sales, you are not reinventing the wheel by any stretch of the imagination. Unless you are the first salesperson at a brand new company selling a product the world has never seen the likes of before, you are not in uncharted waters.
Listen to those around you. Like a particular line they are using? “Borrow” it. There is nothing wrong with taking something that works, and making it your own.
Safely understanding that someone before you made a successful sale, there must be something they did to succeed. Learn from those who came before you.
Every time I walk the sales floor I hear folks saying things I say every day. After so many years, I don’t know what I created and what I borrowed. It’s all a giant word chili that we all contributed to and honed over the years.
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