Wednesday, September 19, 2007

Lights, Camera and Action

Ever wonder, how do sales people react to lost deals? Broadly in two ways -
Type 1. Pessimists sales person will see this as a personal defeat and feel less confident in next case.
Type 2. Optimists sales person will immediately try to find an opportunity to turn the game around.

For example, say a competitor snatched the contract right under your nose. Type 1 sales person will feel the efforts wasted and drink it over with a dozen glass of beers. Type 2 sales person, will still go to the beer bar, but focus on the fact that the contract is just for 1 year. He will try to bring acts together and build a case, again to reach up to the prospect to displace the competitor.

Even in a lost opportunity, a sales person who is optimistic, will see a ray of hope. Armed with just a ray of hope, the type 2 sales person will keep acting. Action will take this sales person reach places. He or she may not reach the destination, but in the process will find several open / hidden routes to many different paths. This will keep him / her active again for a long time.

For a Type 2 Sales person - there is no STOP time. If you have a story - all you need is some action. This is true always - somethings don't change. Even the silent movies of yesteryears needed "Light, Camera and Action!"

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