I love the band KILLERS and as I was working out today, my IPOD came up to the group’s recent hit “Human”. The lyrics got me thinking about sales. Yes, I am addicted to my trade, I admit. But there were a lot of words to the popular song that got me thinking of the types of sales people that are out there. Which is: Are you a Fisherman or are you a Hunter?
Read on to some of the band’s lyrics to “Human”…
Did my best to notice.
When the call came down the line
Up to the platform of surrender
I was brought but I was kind
And sometimes I get nervous
When I see an open door
Close your eyes
Clear your heart...
Cut the cord
Are we human?
Or are we dancer?
My sign is vital
My hands are cold
And I'm on my knees
Looking for the answer
Are we human?
Or are we dancer?
Back to my point. There are sales people out there that truly do think low. Will ask for below market value and go fishing for sales, hoping to get any type of bite. Not understanding that they could have captured a King Crab type of sale versus settling for a Fish with a little bit more polish and belief. Unfortunately, there are sales people that surrender before the process even begins. They get nervous picking up the phone. When they get that meeting and see the door opening up, their hands get cold. The fear of rejection takes over. The process of surrender wins.
What separates a “Fisherman” from a “Hunter” is the belief factor. I, for one, believe and never waver from the fact that if a prospect allows me that opportunity to meet or a chance to gather at a coffee shop, a transaction of some form will develop. I remember once watching the Animal Planet series on “Sharks”. Predators no doubt. A hunter in the purest form. What separates a shark from most fish is that his sonar button lights up when there’s blood in the water, even if its miles away. They follow through with a very high success rate!
Years back, I met up with an advertising executive during one of my sales presentations. He was kind enough to educate me on what makes a successful sales person. I was in my rookie stages at that time. He said, “Jim, every business has an imaginary vault behind their desk. You have to believe it, but more importantly, know how to ask for the key to get it open!”
In closing, singer Josh Groban, another favorite artist of mine, sang these words in one of his greatest hits “Believe”…
Believe in what you feel inside
And give your dreams the wings to fly.
You have everything you need, if you just Believe.
E-Mail: loria@sfstampede.com
Saturday, June 27, 2009
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Really liked the perspective, especially the analogy of the shark. One concern with the hunter, is that we may sometimes like the thrill of the hunt, the prospecting and customer acquisition that we do not spend the time developing the customer once acquired.
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