Prior to publishing his "Theory of Relativity" Albert Einstein
was invited to be a guest speaker at the General Electric Company's
Annual Sales Kickoff Meeting. The first evening, upon his arrival, he
was officially escorted into the party and was introduced to the
executive table. He was first introduced to the CEO. Albert asks,
"What is your IQ?"
The CEO responds, "142."
"That is wonderful!" says Albert. "We will talk about the Grand Unification Theory and the mysteries of the universe. We will have much to discuss!"
Next Albert is introduced to the CFO and asks, "What is your IQ?"
The CFO responds, "120."
"That is great!" responds Albert. "We can discuss politics and current affairs. We will have much to discuss!"
Albert is then introduced to the Vice President of Sales. "What is your IQ?"
The Vice President of Sales responds, "85."
Albert replies, "How about them New York Yankees?"
Moral of the story. True sales professionals know that in order to succeed at sales you need to be able to adjust your conversations to several different levels and from several different perspectives within your prospect's company. Conversational flexibility is essential to your sales success. As for sales kickoffs, have you ever wondered where all those sports analogies come from? Well, now you know.
"You have to learn the rules of the game. And then you have to play better than anyone else." - Albert Einstein
The CEO responds, "142."
"That is wonderful!" says Albert. "We will talk about the Grand Unification Theory and the mysteries of the universe. We will have much to discuss!"
Next Albert is introduced to the CFO and asks, "What is your IQ?"
The CFO responds, "120."
"That is great!" responds Albert. "We can discuss politics and current affairs. We will have much to discuss!"
Albert is then introduced to the Vice President of Sales. "What is your IQ?"
The Vice President of Sales responds, "85."
Albert replies, "How about them New York Yankees?"
Moral of the story. True sales professionals know that in order to succeed at sales you need to be able to adjust your conversations to several different levels and from several different perspectives within your prospect's company. Conversational flexibility is essential to your sales success. As for sales kickoffs, have you ever wondered where all those sports analogies come from? Well, now you know.
"You have to learn the rules of the game. And then you have to play better than anyone else." - Albert Einstein
