“We’re adding a little something to this month’s sales contest. As you know, first prize is a Cadillac Eldorado. Anybody want to see second prize? Second prize is a set of stake knives. Third prize is you’re fired.” (quotation from Glengarry Glen Ross … not ‘a movie’ but ‘the movie’ about salesmen and selling.
Blair Singer, motivation speaker and coach had this to say in this quarter’s Motivated magazine. “I remember my first sales position. I was terrified to get out of my car and make a sales call. I was told that if I didn’t sell something soon, I would be fired. The next day I made 68 cold calls and sold nothing. But I won the biggest sale of all – selling me to me. I overcame my fear and re-established confidence through shear immersion and repetition, going on to become number one in sales within months.”
“There’s nothing like the thrill of the hunt; the cold-call, a righteous pitch, lining up objections in the cross-hairs of my rifle and picking them off one by one; the close, the kill … the taste of blood.” The must-use line in your next interview for a sales job. You have to admit there is a certain romance to SELLING when you see it portrayed in these contexts. Like pirates on the high seas, these quotations stir the appetite for plunder. Don’t have the belly for it … you’ll be walking the plank.
The secret to selling BIG … to outselling your competitors in the twenty-first century is hidden deep in the wisdom of the words above. They are as telling in what they say as in what they don’t say … the treasure map for Evolved Selling.