- September 30, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Several types of candidates typically run for President of the United States of America.
Candidates in the first group say that since this is what they believe, then you should believe it too. Government by the President. As close to a dictatorship as we can get here in America.
Candidates in the second group of are facilitators – they believe in government by the people so, whatever you want, they’re all for it. They are usually not very credible, don’t get very far, and the last time I checked, there didn’t seem to be any of those candidates running this time around.
Candidates in the third group run on their records – for better or for worse. Not much for ideas, plans or strategies, but they want you to know how they have voted on other people’s ideas.
Candidates in the fourth group will get my and should get yours too. They’re for small business, which according to this SBA page, accounts for 99.7% of all companies. Whether it’s job creation, less bureaucracy, tax cuts, stimulus packages, credits, interest rates or anything else they come up with, in the end, a White House that is friendly to small business gives business owners the confidence to grow. In this case, confidence translates into spending money.
If you are in B2B sales, then the thought of businesses spending money should be music to your wallet. When business owners, Presidents and CEOs have confidence, they offer far less resistance, they are more willing to meet and it’s easier to sell value. When they are confident it’s not as much of a risk to take a chance buying from new companies, new technologies, new ideas, or new salespeople. Heck, you might even sell something to the White House!
The reason I’m writing about this subject now is because this is not how most people think. More often than not, we think about ourselves and our families and vote based on how a candidate’s platform could effect us personally. Next time, consider the bigger picture and how presidential policy could effect the salespeople who sell for and to businesses. Then consider how a more electric and dynamic selling environment will affect sales, your ability to earn commissions and bonuses, and effect you personally. In other words, instead of starting with the question of how policy will directly affect you, ask how policy will indirectly affect you.
