Turn Back the Clock via 1974

Today my sales team attended a seminar by one of the more notable sales trainers in the country over the past 30 years. Halfway through the seminar I came to realize how great our two styles of selling contrasted. The material seemed dated with the traditional 1970's closing techniques. For half the afternoon, the speaker focused on how to close business. That's when I knew this wasn't for me, I couldn't bare listening to the (9) different closes. And what's even worse, several people were buying the speakers books and cds. I guess I feel fortunate enough to know that my competition hasn't figured it out yet.

Also one of the more noteable differences had to do with "control" of the sales process. This out dated approach to sales, reinforced by dozens of carefully honed techniques, aims to control the prospect. In my opinion, it's not much fun to have someone try to control you. IN FACT its' a turn off.

When you spend time with a genuinely successful salesperson, pay close attention and you'll see that none of the hundreds of standard sales techniques are what makes them excel at what they do. They may utilize some of these when necessary but what makes them great is that he or she is wholeheartly interested in the other person.

The truth about selling is that isn't not about your product, not about the close, and it's not about you - - it's about the other person. Genuinely great salespeople are not great because they have mastered "the close", or because they can spin any type of customer objection. They're great because they focus on providing value to the other person, regardless of "making the sale".

P.S. I wish my team could have listened to Jeffrey Gitomer today, his content is current, and practical. Not forced.

To whom much is given...much will be required

I've been reading Coming Back Stronger, by Drew Brees, which has been a memorable read. One of those memories that sticks out in my mind was Drew's ability to lead by example. During a week of prepartion before a Big Ten game, Drew always was the first to the practice field and the last to leave after films.

Several times I'd find him leaving late at night with game film in hand to watch at home. Even during wind sprints he wouldn't let others out hustle him, which inspired the entire group to push even harder.

And during Rose Bowl practice, Drew got tangled up with our starting defensive tackle, Matt Mittrione, who now holds the title as a world class ultimate fighter who beat Kimbo Slice. The coaches broke up the dispute but Drew didn't back down, and Matt certainly had the size advantage at six foot three inches and two hundred and eighty five pounds.


I mention these examples because we all experience several different styles of leadership. Some we want to emulate and others we'd like to avoid. At work, are you the first to arrive like Brees or the last to close up the office? What kind of example are you setting with your colleagues?