“Selling is a contact sport. By increasing your contacts,
— Bryan Flanagan, So, You’re New to Sales, p. 88.
“To thine own self be true.”
— William Shakespeare
There is elegance in simplicity and wisdom in truth. Recently I was treated to an example of this when Bryan Flanagan, during a sales workshop in Ohio, used two simple questions and one statement to make a key point to a room full of sales professionals. He began with an important sales tool – transportation. “How much do you spend each year on your car?” He then asked us how much we spend on professional appearance (hair, clothing, hygiene, etc.) The estimate was in excess of $6000.
In context with the rest of the session the logical conclusion was clear when he completed the point by revealing the price of his sales training package. Your car gets you to the appointment. Your personal appearance helps create a good first impression. But, it’s who you are that earns their business. The implication was this. You need to continue investing in yourself and here’s an affordable opportunity for doing so.
“Honesty is the first chapter of the book of wisdom.”
― Thomas Jefferson
It’s amazing how much simpler life appears when we give honest, straightforward answers to the right questions. It’s even more amazing how much simpler life becomes when we comport ourselves according to what we discover in those answers, not what we wish to be true.
“If you look for truth, you may find comfort in the end;
if you look for comfort you will not get neither comfort nor truth
only soft soap and wishful thinking to begin, and in the end, despair.”
— C. S. Lewis
Here’s a short lesson about leveraging business events to build business relationships. It begins with the news that Bryan Flanagan, Zig Ziglar’s #1 business trainer, is coming to Dayton on January 24, 2013. For my Ohio friends and colleagues, including my connections on LinkedIN, this is your chance to make a face-to-face connection with one of the industry’s best sales trainers. (See details on line.)
However, this post is also a reminder about the importance of facetime with those whom you have a relationship and those with whom you would like to develop a relationship. That’s where networking comes in. From a career perspective, networking is often cited in the top 10 things a career professional must do regularly in order to be successful.
John C. Maxwell wrote a book called, “Everyone Communicates, Few Connect.” In these four words, Maxwell reveals why so many people struggle in their careers — their relationship-building skills are either weak or not employed. In part, I blame technology. LinkedIN and FaceBook are great communication tools, but they lack the relationship-building power of face time. It’s time for career-minded professionals to step away from the computer and get in front of people.
Sales managers, sales professionals and other supporters of the sales function, have an opportunity to spend a day with Bryan Flanagan. The benefits are clear: you’ll learn a lot, be entertained and possibly start a relationship with Bryan or someone else you meet.