7 Ways To Stay Alert In Sales ... Or How To Catch Your First Monkey
One of my best friends runs a high-performing sales organization that sells financial services in Boise, Idaho. Their team is consistently rated as North America's top manufacturing office for your business. We always exchange sales ideas, challenge each other on philosophies and suffice it to say that his past performance has always prompted me to listen carefully to what he has to say.
I have no idea if the story he told me is true or not. In his day she made a joke or two. Aside from the trip to Africa, I'll give him the benefit of the doubt. While there is some embellishment to the story, it's a great narrative with an insightful message.
In Africa, as Carlo says, the natives have an intelligent way of catching monkeys. They take a coconut shell, make a small hole in one end and empty it. The hole is large enough for a monkey's hand to enter. Then they tie a string to the other end of the coconut shell, put some peanuts in it, but the shell is in the middle of a clearing, and hide behind a tree until a monkey comes.
The monkey smells the peanuts inside the shell ... reaches out to grab the peanuts ... but when he does, his fist, full of peanuts, is too big to get out of the hole.
The natives begin to pull the rope and wrap the silly monkey. Why, because the monkey won't drop those peanuts to save his life. All the monkey would have to do is drop the peanuts. He doesn't, since he must have peanuts.
I think there may be some truth in your story. I did a Google search for "catch a monkey using a coconut" and found a result on a bladder cancer website that included an article on relaxation that references an African legend, where they catch monkeys using nuts. coconut with a banana inside. Seriously!
So let's assume this monkey-trapping technique works. Chances are if you're like me, you'll never get a chance to try it. I don't recommend doing this at your local zoo!
So why tell the story? Do you find yourself clenching a fist full of peanuts? Do you ever grab something and don't let it go? Do you want peanuts so much that you don't consider other alternatives to achieve your goal? Are you flexible and effective in your way of thinking? Are you ready to try other methodologies and techniques? Do you turn to others for advice? Do you use your power of observation on those who are successful?
I think one of Charles' greatest strengths is his ability to keep things simple. Once you've done this, share the foundation for success with your team. So lead by example and lead by example. He believes in his people, they believe in him. He is the kind of leader who wouldn't use coconuts to catch monkeys, would sit with them and, using his big smile and persuasive power of him, convince them that they should just follow him home. They probably would!
Charles goes on to offer some simple tips on how to "get peanuts".
I wonder if these are the foundations of sales success.
1. Always be prospective. "Everyone is an opportunity for a new business or a referral."
2. Keep your calendar full of appointments. "A body in motion remains in motion, a body at rest remains at rest".
3. Be proficient in your presentation skills. "Trust sells".
4. Your customers are a gold mine for future business. "Treat them well and they will take care of you."
5. Set ambitious goals. "Great things happen to those who make things happen."
6. Hard work is just that. "Honest and intelligent effort always pays off."
7. Have fun. "Enjoy what you do and you will be good".
Great advice Carlos, thanks for sharing. I wish you continued success!
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