Archive for February, 2007

Horseshoes and Lucky Reps

Friday, February 2nd, 2007

An American scientist once visited the offices of the great Nobel prize winning physicist, Niels Bohr, in Copenhagen. He was amazed to find that over Bohr’s desk was a horseshoe, securely nailed to the wall, with the open end up in the approved manner (so it would catch the good luck and not let it spill out).

The American said with a nervous laugh, “Surely you don’t believe the horseshoe will bring you good luck, do you, Professor Bohr? After all, as a scientist…”

Bohr chuckled. “I believe no such thing, my good friend. Not at all. It’s so much foolish nonsense. However, I am told that a horseshoe will bring you good luck whether you believe in it or not.”

How much of your sales life is luck and how much is just good selling practices?

Sometimes our timing is fortunate, we catch a prospect in the moment of dire need and luckily land a sale.

But beyond Bohr’s funny quote is another on luck that makes good sense. “The harder I work, the luckier I get.” Sam Goldwyn

More fortunate moments occur when the sheer volume of our workload increases and we benefit by playing the numbers game. This is a bonus that occurs beyond applying your skills.

I recognize that I have 5 or 6 of these golden moments occur every month, just because I’m contacting a great deal of prospects and their timing can match up with my call time.

So increase your numbers, and see how lucky you can get. It’s the part of selling that makes no scientific sense, but might make all the sense in the world.

Selling and Wild Animals

Thursday, February 1st, 2007

There is a coyote alert in our neighborhood That’s suburban Chicago. It’s not Montana or the hills above Los Angeles. These wild dogs are roving around town and I’ve seen them. They’re pretty small – not like in the movies where animals the size of middle linebackers bark and howl at the moon. So little dogs; big, big appetites.

It’s no surprise that people are putting up notices for missing mutts and cats.

Folks, the bad news is that your precious little critters are not coming back.

Your pets are not lost, they’re lunch.

Great sales leads can be just as frustrating to find.

Are your prospects good enough to drive sales higher than the hills?

Or are your competitors lunching on the real leads – the ones that are high quality and hot?

And like good pets, good leads are great to have around.

Just this morning, three coyotes walked through our back yard and with snow on the ground and below zero temperatures (not below freezing, but zero) they did look thin.

Whose feasting on your pet prospects? How well do you measure up to the competition?

Look soon for my thoughts on how to attack a strong competitor.