Three salesmen died in a car crash, because of blowing and blinding
snow, on their way to the Super Bowl. Since their lives were cut short
by an act of nature, all went to heaven where St. Peter quizzed each
one.
"What's your IQ?" St Peter asked the first salesman.
"210," the first salesman replied.
"Maybe we can get together with Einstein next week and discuss what you think of his Theory of Relativity," suggested St. Peter.
St Peter turned to the second salesman, "What's your IQ?"
"170," the second salesman replied.
"How would you like to meet Steve Jobs and discuss the future of the
personal computer in the age of the smartphone?" asked St Peter.
St. Peter turned to the third salesman, "What's your IQ?"
"40" replied the third salesman.
"Hey, how about those Seattle Seahawks?" asked St Peter. "How do you like their chances this weekend?"
Moral of the story. True sales professionals know that in order to
be successful at sales you need to keep yourself up to date on a wide
variety of conversational topics. A limited vocabulary or a small
number of life experiences, will limit your ability to connect with
others. Such a limitation will make it nearly impossible to score any big deals
because you're pinned down to just a few topics of conversation within a
limited potential customer pool. Kind of like the Seattle Seahawks
facing third and ten on their own 5 yard line. You might as well punt
now, just to get it over with.
"Football is like life - it requires perseverance, self-denial, hard work, sacrifice, dedication and respect for authority." - Vince Lombardi
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
