quotes

The 4-types of people you’ll work with

The 4-types of people you'll work with

George Lois sums it up nicely here in his book “Damn Good Advice (For people with talent)” – God knows I’ve come across all four of these and the only one that scares me is the fourth. We’ve all worked with plenty of people who don’t much and don’t want to do much – easy enough, they’ll just sit there. No worries. But the ignorant and industrious? God help us all.
If you can’t educate the #4, then attempt to re-purpose them. If that doesn’t work, get rid of them. If you work for them, and none of those have worked, find a new gig!

Always Be Closing – How?

If you’ve ever had anything to do with sales, then you’re likely familiar with Alec Baldwin’s famous scene from the film, “Glen Gary, Glen Ross.” If you’re not familiar, and you haven’t seen it, just stop right now and watch it. Easily one of the best uses of seven minutes you’ll ever have in your life. Just click here. You’re welcome. 

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In the scene, our dapper and dashing hero (who’s with us from Mitch & Murray) excoriates the all-star cast, extolling the virtues of ABC and AIDA. ABC, of course, is short hand for “Always Be Closing.” Closing, also being a salesman’s ultimate goal.

Because only one thing counts in this life: Get them to sign on the line which is dotted

Always be closing means: Everything you do, every handshake, door opening, please & thank you, sales pitch, head nod of understanding, all of it, is done for one purpose: TO CLOSE THEM. Get them to sign. Car salesmen understand this better than most and they have a secret expression they teach to new recruits: “The feel of the wheel, will seal the deal.” Part of the reason they’re always trying to start out with a test drive as quickly as possible is because they know emotion will take over. “I look so good behind the wheel, oh wow, feel how she handles? This is WAY better than my car.” 

A lot of lip service is paid to closing. Every single manager I’ve come across in the past 15 years has used the word and the majority have done so incorrectly – or at least incompletely. Everyone knows it’s important and thus can’t be avoided – but few spend their time or resources teaching how to do it better or studying their technique. And for one important reason…

Because Closing is where winning and losing happen. Closing is the final arbitrator: you either got the sale or you didn’t. You’ve gone all-in and the cards are turned up – did you make your flush? 

Most people avoid losing. Certainly more than they pursue winning. Given the choice, better to not really push it to a decision, right? I mean, if it’s going to happen, it’ll happen on its own, right? That’s garbage thinking.

Everything we do speaks, as my illustrious co-worker told me recently. Everything we do should be in the service of doing our jobs, whatever they be, as well as we can. My job is chiefly focused on sales (55%) and more importantly, the success of the 15 sales people that report up to me. How do I help them execute like a black-hooded-hatchet-man? 

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Closing means asking questions. It means caring enough about the client to want to solve their problem, even if the solution isn’t your product or service. It means valuing your clients’ time, attention, and trust. Closing is vowing to maximize each interaction, using every word and gesture to build a rapport so you can solve the mystery of what they need and how you can help them find it. If it happens to be your product/service, great! If not, that’s fine too! They’ve ostensibly come to you because you’re an expert and they’re in need of your knowledge – that’s a sacred trust and should be respected. 

These are the things we need to breakdown for our teams. We need to get to the “WHY” of what we do. We need to make plain and clear that we’re here to solve problems, to solve mysteries, and to create relationships. Any person or team who can deliver those three things will find no shortage of success. 

If you don’t execute, you don’t eat.

If you don't execute, you don't eat.

This sums it up perfectly. EXECUTION is ALL that matters. Apologies to the delicate sensibilities out there, but all the warm fuzzies of best intentions won’t sell SQUAT. Positive thoughts and “hard work” alone won’t move product or make a difference if nothing actually, HAPPENS.

If you make a difference, a REAL difference, then something should be DIFFERENT because you were there. Sounds simple, right? Are the material conditions on the ground different because of something you DID? If so, you made a difference. If not, hate to break it to you, but we’re still waiting.

I’m flummoxed and fired up when a solid sounding strategy never makes waves. It stays perfectly conceptualized inside the minds of the creators and on the tongues of the braggarts and blowhards – but never encounters the harsh light of actually being birthed into the world.

I get it. The world is messy and there are question boxes to outnumber those in the Mushroom Kingdom. There are as many threats, too. If you’re scared, if you can’t get over those fears to bring something to life, please do the rest of us a favor and politely move out of the way. There are things to make and worlds to conquer and markets to impact.

Repeat after me: “If you don’t execute, you don’t eat.”

You can’t sit around talking about how cool it would be to kill a wholly mammoth, and survive. At some point, one of you is going down. Stop talking and pick up a spear. Stop telling me about your responsibilities and tell me about what you changed – what DIFFERENCE you actually made.