- June 23, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’m a big fan of the Jack Reacher thrillers and movies. Perhaps you’ve seen one of them…
While reading Lee Child’s Reacher book, “Personal”, I saw a huge connection between how the Jack Reacher character survives and succeeds on all of his highs: high-risk, high-stakes, high anxiety missions; and how a successful salesperson survives and succeeds in the sales equivalent of a Jack Reacher story.
One of Reacher’s trademark expressions is, “Expect the best but prepare for the worst.” That is very consistent with what I have always taught, “Be eternally optimistic about your outcome, but completely skeptical of everything you hear along the way.” I believe that regardless of which expression or quote resonates the best, that mindset is essential for surviving and succeeding in sales. Without it, roadblocks, hurdles, surprises, and disappearing acts will knock you off your game as surely as white sticks to rice. That mindset provides a bonus gift too – it will prevent you from ever developing happy ears!
Another of Reacher’s trademark expressions is, “The fastest thinker wins.” This speaks not only to strategy, but tactics as well. It’s not enough to “Let me see what I can do and get back to you tomorrow.” You need to be quick on your feet, adapt as your environment changes, respond as your prospect challenges you, and demonstrate your agility on the fly.
Finally, as scary as some selling situations are for some salespeople, as intimidating as some prospects can be, as difficult as some prospects act, and as tough as some of the competition is, selling is not life or death. Although with the way that some salespeople respond to it, you might think it is. You don’t need a deadly weapon – just your eyes, ears and mouth as ammunition. Add a modern, predictive and reliable milestone-centric sales process, a modern methodology, and a never-ending supply of questions, patience for listening, and the ability to carry on a conversation with your prospect that nobody else has ever had.
In the end, no matter how bad it seems, no matter how hopeless the circumstances, regardless of the position you are in, with these two expressions and your ammunition having your back, success is not a matter of if, but when.
Reacher is coaching a young CIA agent throughout the new book. I’ll be hosting my annual Sales Leadership Intensive – absolutely our top event of the year – on August 27-28 in the Boston area. Check it out and join us for the finest training available on mastering the art of sales coaching.