Bring your warrior to work

By James Olsen

lnf ENGHfS Khan and his descen\Idants ruled much of the known world for over 100 years. The Mongols' swift domination was felt from China to Western Europe from 1206 to 1300. The Bubonic Plague of the early l4th Century did what no army had been able to do-stoP the Golden Horde.

We, as salespeople, are warriors for our families, companies, customers and selves. What made the Mongols so superior to the other fighting forces of their time?

An all-cavalry army, which reduced the need for supply trains, making them the swifter by many-fold than its enemies;

. A leadership formation based on "circles of tens," in which the transfer of power was immediate without inner squabbling that paralyzes a fighting force;

The use of retreat and terror as battle tactics, and

. Adaptation of ideas of the new cultures conquered.

In addition, the combined use of fireworks, catapult, ballista and trebuchet revolutionized siege warfare and brought an end to the castle as a "wait 'em out" battle tactic that had worked for centuries.

Fascinating. but what will most help us more as modern salespeople is the Monsol warrior's attitude towards death and failure. It was taboo for the Mongol warrior to discuss injury, failure, death or even mention the name of a fallen comrade.

Our Inner Child

In working with many of my students I find they have definitions of themselves that stunt their growth. Many have developed definitions of themselves over the years that are negative. They have played these tapes in their heads so many times since childhood that they have become a reality.

I work with adult salespeople who somehow work these unnecessary statements into their sales calls: "I'm lazy,fat, dumb, not a conversationalist, not a good salesperson, not good at this product, or generally not good at this that or the other." These are definitions that may have been hoisted on them as children by insecure or unknowing parents.

Many let their Inner Child accept the definition of what others may think salespeople are: pushy, lying, greedy, etc. Some salespeople do not like salespeople and want to differentiate themselves by apologizing for being one. These salespeople are still living with definitions that are holding them back in their sales careers on a call-by-call basis!

The Right'I'ime & Place

There is a time for self reflection.

Chapter Three of Selling Lumber: Sales Secrets of a Lumber Broker is titled "Denial, the Career Killer." Those who cannot or will not self analyze will have a difficult time achieving their sales dreams.

But there is a time and place for everything. The battlefield is not the place to invite our Inner Child, nor the time to self analyze. The battlefield is a place where we invite our Mongol warTlor.

If we are not convinced, our customers will not be convinced. If we have poor definitions of ourselves (and share them out loud!?), our customers will share those definitions. We must be hyper-diligent not to say negative things about ourselves. (Desk poster: "I won't saY negataive things about myself. I will say positive things about myself, the market, etc.)

Below are some examples of what to say and what not to say in some common sales situations:

Prospect Call

Inner Child: "I know you probably have many great suppliers, and I might not be able to help you, but..."

Warrior: "I have helped many customers just like you..."

"Let me tell you what seParates me from all the rest..."

"You are going to love doing business with me..."

Inquiry

Inner Child: "Wow. I don't know much about that. I'11 have to check with my buyers and see what we can come up with..."

Warrior: "Let me do some research with my partners, and I will come back with a solution that works for us..."

Closing

Inner Child: "I know this isn't exactly what we talked about, but..." (Because I'm terrible at what I do I haven't been able to find your imposslble specifications.)

Warrior: "I've come with some great options that are working for customers just like you..."

Let's leave our Inner Child at home and get in touch with our Mongol Warrior before we get in front of customers.

- James Olsen, Reality Sales Training, specialiTes in sales training for the lumber industry. Reach him at james@reali' tysalestraining.com or ( 503 ) 544-3 572.