Wednesday, May 12, 2010

Many Politicians Can Sell, Few Salesmen Can Politic

To be a great salesman, you need to have only ONE agenda: How can I help this client, and then that client and then the next? The only "which way is the wind blowing" agonizing you need to suffer is the competitive field, brand position and product value of your current and next customer. If you become really good at that suffering, the process will morph to pure joy and your clients' businesses will grow and you will become rich and famous. OK, maybe just rich.

I was reminded of the waste of time and potentially destructive results of politicking today by a very smart partner who pointed out that a recent "strategic" communication of mine ("politically" motivated) was likely a "misfire." He was right, but more importantly it surprised me that I needed to be reminded of who I am and what I do. And what I do not, is run for, or occupy, public office. I am not a politician and have never learned the art either academically or experiencially. The good news is to accomplish what I am charged with, has nothing to do with politics. And that's probably true for you as well.

So--don't buy the sales manager a strawberry donut with sprinkles on it unless you would if he were a school crossing guard and not your boss. Likewise, the potential customer. "Oh wow, a donut. Thanks so much. Here's a $50,000 order." Put all your energy and creativity to work solving as many people's problems as you can. Make as many lives better for their contact with you as you possibly can. That's the only agenda that will make you what I hope you want to be. Special.

Great Selling!

Love Your Work and Work Tirelessly
Communicate Honestly and Fearlessly
Serve, Don't Sell
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