August 11, 2009
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Do You LOVE Your Work?
Deborah Daily, Trustpointe President's Club Member
Growing up as a kid I learned there were many smart people in the world – most of whom were smarter than me. In high school, I was one of the few kids who studied an average of 4-6 hours per night just to maintain my A-B average. With “IQ” tests and SAT scores, I wasn’t a genius, no photographic memory, no savant. I was just average.
I think that’s why I’ve always loved Peter Faulk as “Columbo” – playing the tussled, wrinkled, trench coat-wearing, cigar-chewing lieutenant. He was just an average kind of “joe.” What makes him great? Three qualities – his persistence, his curiosity and his ability to effortlessly “fall on the sword.” Columbo always gets the perpetrator. He asks millions of questions and he always tells the perpetrator in some form or fashion “sounds too clever for us…we’re not the brightest guys in the world.”
VIDEO: Excerpt
“Bye-Bye Sky High IQ Murder”
Lieutenant Columbo first appeared at the scene of the crime in 1968 with the premiere of the series’ first show, "Prescription, Murder". As I watched the episode, I heard dozen’s of phrases that I can maybe use during the sales process:
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I’m sorry. I have a bad memory and I should have strings on all ten fingers, there’s just one detail that bothers me… or one detail I forgot…
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Oh, listen there’s one more thing…
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It’s puzzling when you think about…
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Would you mind if…
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It’s just another loose end, you understand…
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Sorry to trouble you…
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Gee, I wonder…
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What do you know about….uhmmmmm…
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There’s no harm in checking is there?
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Isn’t that funny the way those things happen?
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What do you think?
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You know… you might be right… it’s all a part of the job.
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Just trying to put the loose ends together...
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I’m sorry, I just thought…
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I’m only uh, uh, trying…
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Maybe you can help me. I don’t know…there must be something wrong with me…
Later in “Prescription, Murder” Dr. Flemming (psychiatrist and villain) analyzes Columbo. Dr. Flemming says to Columbo, “… You never stop do you…the change of pace…You’re a bag of tricks Columbo – right down to the props you use. You are the textbook example of compensation…of adaptability. You’re an intelligent man Columbo, but you hide it. You pretend you’re something you’re not… So you turn a defect into a virtue. You take people by surprise."
As sales people, are we textbook examples of adaptability? Do we have props? Are we humble enough to take our defects and turn them into virtues? Do we take people by surprise? Do we truly believe this is OUR business? Do we practice? Do we study? Are we comfortable making mistakes and in turn learning from them? Do we operate from our inner child or our adult ego?
I learn something each time I watch a Columbo episode. Thank goodness for DVD’s! I, like Columbo, have to work harder, put in more time and read lots and lots of books. As a result of being in business for ten years, I KNOW I can make it happen.
I really love my work! Do you?
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