| Fishing |
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When I was growing up in the Midwest, my mother used to invite me to go fishing with her. She would head out to the lake with her fishing gear in hand, a few dirty yard worms, and a smile. You see, my Mom loved to fish. Around the water, breathing in some fresh air, she'd relax. As for me, I can't sit still for longer than 14 seconds, so fishing isn't exactly my sport. Anyway, she'd fish. Sometimes she would cast and not catch anything. Other times, she'd catch some puny little fish. Crappy. Catfish. Sardines (not sure about the sardines, but the size was about right.) When my Mom caught a fish, even though she didn't want the fish, she would experience a sense of accomplishment. On occasion, she would bring home her "trophies" just to show us that she was capable of hanging in there with her swimming friends. (Envy may have played a part, too, since my Mother can't swim, but that's another story.) Getting back to the fish...the size didn't matter as much as the THRILL of the WIN for my Mother. Now, you ask, "Renee, what does your Mother's fishing experience have to do with selling?" Everything. You know we are always fishing. Salespeople are always fishing for new opportunities. Securing the sale. The "BIG FISH". However, just as my Mom had to sometimes settle for small fish, so do we. After all, small companies, small clients, small deals result in immediate money and often result in closing big deals. Which brings me to what happened just the other day, I've been coaching a new client over the phone. He's currently in an operations position and aspires to getting into a key sales job with his firm. As he was preparing to work in the field with a sales guy, I coached him on how to get started. One of my comments to him was that he should get his feet wet by closing a few small deals before tackling the long-term contracts offered with the "big boys". That way, he could experience immediate results, gain more confidence, and provide his manager with the knowledge that my client (I'll call him "Henry") was the right choice for the position. He worked with the sales guy for a day or two. Here is the email he sent me after his tme in the field with the "expert": "As I was job shadowing with the sales executive last week and we were dialoging about the accounts he had, our customers, and the territory. Mr. Sales Executive instructed me that under no circumstances do I call on or sell to anyone but large school districts! Eight hours later including six hours of windshield time. Over a late dinner I asked what was the first sale you made five years ago when you started? He answered, " I recall that account so well it was a very little/small private school in upstate New York, and boy that was a good sale, Henry!" At this point Renee you interject I told you so ! :) " So if you are wondering about those big fish, and getting frustrated because they either a) aren't taking your calls, b) don't have any budget, or c) keep putting you off,start thinking about those smaller fish. Like my Mom, you might find them satisfying in that you are accomplishing something. And like my Mom, never give up! (c)Renee Walkup, All Rights Reserved, www.salespeak.com, 678 587-9911 |
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