Precise Selling
that makes you stand out among all other
Lesson for sales managers
salespeople. Nobody notices the piece of
Just last week, I took my daughter to pick up her pottery creation
potter y (or salesperson) that “looks” like all
after they “cooked” it for a few days. While the ceramic bear she
the rest. They will, however, take note of the
painted was born a shade of powdery white, after my daughter was
one that shows creativity. So do something
through with it, you would have thought that Tammy Faye Baker had
in the final quar ter to thank your best cus-
created it in her own image. The arms were pink, the nose purple,
tomer in a way that gets you noticed. And
and the head had a mix of green, red, black, opal, and the eye shad-
think of that one customer that you have
ow was horrifying! But to her, it was awesome, because she did it.
been longing for but can’t get in the door
Is there any doubt that if I had told her exactly how to do it,
and do something “risky.” Send a cake with
criticized her for not doing it the “right” way, and then grabbed
your phone number on it, dress up for Hal-
the brush and did it myself, not only would she have a horrible
loween and make calls … whatever! Just let
time, but I would have risked making her afraid to make mis-
it go. And take comfor t in the fact that the
takes? And worse, that would be the last Princess Party I would
other “kids” will be afraid to take the risk
ever be invited to (bad thing?). Salespeople, like daughters, are
necessar y to increase their business.
going to do it their own way some time. Sometimes as sales
Salespeople, like daughters, are going to do it their own way some time. Sometimes as sales leaders we need to just “let it go,” because once we stifle our people’s willingness to make their own hard, fast decisions, we risk “paralyzing” them. leaders we need to just “let it go,” because once we stifle our people’s willingness to make their own hard, fast decisions, we risk “paralyzing” them. And a “scared” salesperson will never reach their full potential. As I sit here in my office, staring at my daughter’s creation, I am reminded just how great our profession — and life — can be if we just live a little. And I can almost hear that Tammy Faye Bear saying, “I made a living painting where I wasn’t supposed to. And let me tell you, it can be pretty lucrative.” So grab the brush, “let it go,” and let the 4th quarter Princess Party begin! Tammy Faye would want it that way. Sullivan is a member of the National Speakers Association and an internationally known expert on sales and leadership. He delivers high-energy, no-nonsense, interactive seminars on his PRECISE Selling Formula to companies looking to become famous in their industry. He has been quoted in magazines such as Selling Power and Business Week. Sullivan also hosts a talk radio show on Hot Talk 1510, based in Kansas City, Mo. The show, called “Entrepreneurial Moments,” is dedicated to helping business people of all types.
P32 CANVAS november 2007