Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud

Chapter 5

How to Create Your Own Noble Sales Purpose

The secret of success is constancy to purpose.

—Benjamin Franklin

You’ve seen how organizations and individual leaders have used a Noble Sales Purpose (NSP) to drive revenue and do work that makes them proud. Now it’s time for you to create your own NSP.

I’m going to walk you through the three-part process I use with clients. However, you won’t necessarily end up with a three-part statement. Remember, shorter is better. The brainstorming process is divided into three parts to get you thinking in the three key areas.

A few things to watch out for before you get started:

1. Give yourself time. Allow yourself some creative think time. Write in the spaces, jot notes on your iPad, scribble in your calendar, daydream, and think about it on a walk or drive.

2. Don’t edit yourself as you go. You’ll be tempted to want to find the perfect words on the first try. Don’t. This will cause you to miss your best ideas. This is a proven process. Just go with the flow and try to answer the questions as creatively as you can.

3. Don’t worry about supporting data—yet. Trying to use or cite too many facts too early on will only stifle your creativity. There aren’t any lawyers observing you go through this process, so don’t worry about trying to express everything with data.

4. Do it just for you. Don’t worry about sharing this with your boss or team yet. This process is just for you. We’ll cover some techniques for sharing it later.

By the end ...