Let’s get right to it without missing a beat.
If you haven’t already read Dave Kurlan’s post about the ARod, Lowell, and Schilling signings, you should click here
. Don’t forget to read the comments. I have a comment which I will post here, but one quick point to set it up.
It shouldn’t be surprising to those that know me well, that NUMB3RS
is one of my favorite TV shows. I personally think that if people understood math and physics, they’d understand the world better. Last Friday, Charlie’s dad said, “Charlie thinks math is beautiful and he wants everybody to love it like he does.” That made me think about the way I sell. I think that a perfect sale (the perfect fit) is beautiful and I want everybody to love it like I do. But, I like Charlie, recognize that not everybody gets it, and I have learned to accept that most salespeople aren’t motivated by perfection and/or love of what they do.
Dave gives credit to the ballplayers for going against their agents’ wishes. How about the GM’s? They were the one’s that sold value. They were the ones that said, “Hey, it’s worth millions less in salary to play in Boston or New York. You want to be a winner? This is the price!”
I’m not so sure that this is a sign of the demise of Walmart though because many average American shoppers put ZERO value on their shopping time. They go to a higher end store, get educated by the unwitting, un-trained salesperson, then go buy what they think is the same thing (sometimes it is) from a big box store.
Whose fault is that? Of course, it’s the salesperson’s. If he can’t qualify his prospect, he deserves to have his knowledge stolen. Don’t misunderstand, self service gas stations, big box stores, coupons and one day sales are here and not going anywhere soon. Marketers have tried to make American shoppers price shoppers and the more commodotized your offering, the more vulnerable you’re gonna be to those shoppers.
So, here’s my wrap-up. If you’re a manager or CEO and your salespeople can’t identify or develop compelling reasons, urgency or SOB quality in their prospects, or if your salespeople hear objections like “That’s a lot of money.”, “I need to think about it.”, “I need to check the competition.” or “I need to check with somebody else.” fix them or replace them!
If you’re a salesperson and you don’t love it, go do something else. If you don’t think that the way you sell is beautiful, get yourself fixed. If you’re happy the way you are, don’t expect me to lower my standards.