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Gifts for Sales People As a child I often wondered how Santa found the time to read everyone’s Christmas wish list. Can there be anyone in the world with a more pressing work load? Senior company executives whom you have a need to speak with perhaps. It’s all well and good for the managers to say call high. When a sales person asks to be shown how, most managers run for cover or fail in the attempt. Of course sales people never ask directly. That would be like a Jockey admitting ignorance about adjusting a stirrup. Consider how you react to sales intrusions. Do your callers talk about their issues or yours? Some sales people seem able to get in front of business executives with ease. Can what they do be understood and explained to the rest? Around the time I began doubting Santa’s reality, I would ponder how, in the few weeks before the magic night, one man and a few small people, working from a shed miles from anywhere, could manufacture all the items on everyone’s Christmas list. With hindsight it seems he was ahead of his time. Today every modern business is striving to deliver more with less. If sales people only used resources for opportunities they won, things might ease a little. Perhaps Santa had a crystal ball or a pair of Truth Glasses and could tell what everyone wanted next year, on Boxing day. I have one pair. What am I bid? Truth Glasses would be fairly useful at Christmas, particularly if you are part of a large family and have to thread your way through the politics of which relatives you visit, when. Sales people might find them useful too. The echoing excuse, "it was politics" (a.k.a.. "It’s not my fault.") could be consigned to the box store and quietly forgotten. Another thing that bothered me about Santa or rather his runt of a Deer, Rudolf, was how he planned the route. I could not swallow the idea that Rudolf led them anywhere, following the glow of his nose. On the other hand, sales people are renowned for not planning and still make sales! "In preparing for battle I have found plans are useless" said Eisenhower, " but planning is indispensable." Truth Glasses or not, how on earth could Santa squeeze down the chimney of every child’s home in the twenty five thousand or so seconds available to him! Such a challenge would need more than Time Management. Perhaps he was a master of some exotic eastern discipline, like the monks in Tibet, who demonstrated their ability to overcome the laws of physics on the point of a spear, for the BBC’s ‘Strange But True’ program. There’s a thought. Perhaps Time Management systems only work if you achieve self mastery first! Seven Infallible Sales Secrets
These simple pointers to sales success were distilled from countless conversations with top sales people, their managers and their customers. There are many underlying principles and more complicated maxims, but all learning relies on sound foundations. Imagination Engineering
Can a mere book, a business advice book, actualise use of the principles it promotes? Imagine an aquarium, add the fish. They are restful if you sit and watch. Now try and conceive your aquarium as a personal stress manager that intervenes if you edge into overload. No, I have not been smoking illegal substances. Birch & Clegg have created a rather different reading experience. Walt Disney said "I would rather entertain in the hope people will learn, than teach in the hope people will be entertained." Imagination Engineering combines both brilliantly.
Articles by Clive Miller
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