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Stop The Pitches
Why sales doesn’t understand partnerships.
Everyone is in sales. Maybe that’s the challenging part about being in the field. If you’re not selling a car or a service you are selling yourself to your family (No, you’ll never be good enough) or, harder, your new partner (Good luck. He’s how old?). If every person is in a constant state of pitching, that also means that every person is also constantly being pitched to. What can we assess from this? There’s a lot of people doing the same thing taking up a lot of time. Not just taking up a lot of time, wasting a lot of time. It’s as meaningless as throwing paint at a wall and hoping it sticks. Sure, some of the paint will hold just as some of your sales will come to fruition. But, if there’s no intention behind what you are doing are you really getting as much as you can out of it? For consistencies sake, wouldn’t you rather paint the entire wall with the same amount of effort as slinging? Or, if you’re making 17%, wouldn’t you rather it be on $50K instead of $5k? Naturally, the answer is $50K, but there are some concepts that the everyday salesperson doesn’t understand. The best salespeople take the Mark Miller approach. “If you want to build a high performance organization, you’ve got to play chess, not checkers.”
Chess requires strategy & intentional execution of that strategy. Each move is catered to accommodate the unique qualities of…