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I’ll Take “Sales” Every Time

Monday, February 1, 2010

I saw a TV news clip on New Years Day that caught my attention ... like it does every New Year’s Day. A bunch of half naked people freezing their privates off while most of them successfully dodge another heart attack make the news. Some are older than others. Some a tad more buff. Some should avoid television at all costs.

I must admit that although I have come to learn that there are a bunch of weird people in the world, I still have trouble coming to grips with The Polar Bear Club.

To me, this exercise is spelled “strange behavior.”

This year, however, I looked at the PBs and thought of something entirely unrelated to splashing around in cold water. I thought of you, and the sales profession. .. and the year ahead.

The Polar Bear people, as whacko as they appear on television, are action people when it comes to freezing one’s ass off. They are not your normal swimmers. They are not your normal people.

Even in 85-degree temperat ures most would be swimmers take hours tracking down the right bathing suit; locating their favorite flip flops; finding a bottle of 35 sun-tanning lotion that isn’t empty or stuck closed; grabbing a dry towel; some reading material; a pair of their favorite shades; their IPOD; a cell phone; before heading out to take a swim ... or simply hanging out by the pool catching some rays.

The average “swimmer” seems to do everything they can think of but get wet. They act a good game, but they just can’t seem to pull the trigger, and jump in the water.

Enter the Polar Bears.
These lunatics don a pair of skivvies and take a flying leap into the frigid abyss. ... regardless of what their mothers once told them. That is what is known as “action.”

Once in the water, they must realize that they are card-carrying lunatics. They cast all signs of sanity to the wind, and don’t seem to worry about what others think. (Me included) But just the same, they all appear as if they are enjoying the moment. They are doing their thing. They are accomplishing their yearly mission.

Back to sales ... and you
Most salespeople spend the majority of their time “getting ready” to sell. They talk a good game and spend the majority of their time getting ready. They also spend too much time thinking about what others will think.

As Tom Peters once s aid. “Most people in the oil business do everything they can think of to avoid digging a hole. But that’s where the oil is ... in the hole. Sales people make the same judgment error. They manage to do everything, but say, “How bou-dit?”

No. No. No.
I am not endorsing impetuousness. A little thought goes a long way ... both in a 40-degree ocean and in the selling arena. I’m simply suggest ing that you just might find the sales game a bit more exhilarating if you jump (take a leap of faith) in the water and “make the call.” ... “take the plunge.” What’s the worst thing that could happen? You get a “cold” shoulder?

This is 2010 my friends. We have never been here before. There are no rules other than the ones related to honesty and fair play. Get up ... get out ... and make some stranger glad they met you in 2010. Then do it again ... and again ... and again ... and again ... and again. Don’t shy away from the cold ... and don’t worry about what others may think. Just ..... JUMP IN.

Become a card-carrying, certified, action-packed salesperson in 2010. Just like those crazy-ass Polar Bears. Do what you gotta do.

Trust me. Asking somebody if you can help them is a lot more comfortable than getting half-naked and taking a cold-water dip. Let’s go selling this year. Let’s jump in the water.


~Mike Marchev