Salespeople have a lot of control over our own destinies – but we also have control of the destinies of many others, too. How often do you think about them?
This is another one of my articles inspired by a question or comment that came out in a training session. Yesterday, I was in Reno doing a program for a company in the agricultural industry, and the question arose, “How do you feel about using politics as an icebreaker?” Actually, it was phrased a bit more, uh, ruggedly than that, but you get the picture. Now, I am aware that the common advice is to avoid the topic of politics in selling. It’s advice that I often give, and to be honest, sometimes I don’t follow it myself. In fact, I would go so far to say that most of my clients, and even nonclients, have some inclination about my political bent.
HOWEVER – I am aware that this can cost me business from time to time. If it does, the only person penalized is ME. I’m pretty much a solo entrepreneur, and if I make choices about what to discuss, knowing that there is a chance that it could cost me financially, that’s all on me. It’s not that way if you work for someone else. The immediate thought is of your boss, but there are others. Read on and watch as I expertly weave together politics, salespersonship, and Charlie Sheen into one topical and enjoyable article.
Right now, Charlie Sheen is in the spotlight as he has never been before, even in his Brat Pack days. The reason? Because he’s exposing himself as a complete flipping loon who likely receives his drug deliveries via a loading dock. Every time Charlie talks about “Tiger Blood,” waves a machete in front of a video camera, or chainsmokes while babbling incoherently, the nation is captivated. I get it. It’s always hard to look away from a train wreck, and when said wreck is being broadcast in slow-mo into your living rooms, it’s even harder.
People have a variety of takes on what the ol’ Chuckster is doing. My take? He’s an incredibly self centered (insert your favorite perjorative here) who cares not a whit for anyone else. Sure, I enjoyed “Two and a Half Men,” and I recognize that the entire eight-year scenario has required less actual ACTING than anything Sheen has done (he’s just been playing himself, really). But, for me, the biggest thought that I have is, “Wow. How many livelihoods has he trashed just because he wants to be a very public jerk?”
See, unlike me (in one of the thousands of ways that Sheen and I are unlike), Sheen has hundreds of people who depend on him for their livelihood. I’m not concerned about Jon Cryer, Courtney Thorne-Smith, or any of the other actors on the show. They’ve made good coin and they’ll be fine. But a show like “Men” requires hundreds of people behind the scenes who do not make wealth wages, and who may or may not have another ready job to go to. For trashing those people’s livelihoods with his own self-indulgence, Sheen is slime. Frankly, I’m surprised that the group of support staff on “Men” hasn’t strung him up by his thumbnails.
But – and this is where we circle back to selling – salespeople have the ability to make the same kinds of decisions, with the same kinds of consequences, every day. And it’s not just undertaking activities (like discussing politics or religion) that could potentially drive away customers. Inactivity is just as bad. Every cold call you don’t make, every networking function you blow off, every appointment that doesn’t happen, has a real effect on the economic well being of your company and those who depend on it for their livelihoods.
See, the person who asked me the question about politics did so with a big assumption; he assumes that everyone in his industry looks at political issues the same way. Knowing his industry and his politics, I’d be willing to bet that he’s right a great majority of the time. However, for every rule there is an exception, and within those exceptions is the problem. Even if there’s only a 5% chance that he says the wrong thing to the wrong person, that 5% is a risk without any real reward. And the customer that he drives away within that 5% might be funding someone’s job at his company.
Now, risky behavior – risking driving away some customers – is fine if there’s a commensurate reward. For instance, we might want to build ourselves out of the market for smaller customers so as to be attractive to larger ones. This produces a win; our efforts generate more revenue and profits. In terms of politics, there’s really no win involved; I can’t think of a single customer in my 22 year career that I’d have won by discussing politics that I didn’t win with other conversation.
In terms of sales inactivity, there is absolutely no reward to doing a halfway job – but there is a high risk. Here’s the bottom line: In selling, we are confronted with opportunities every day to engage in behavior that has economic consequences for ourselves and those that depend on us. If you need motivation, how about this? Even if you’re willing to live with the consequences of low or risky activity, are the people back at the office or the warehouse?
