July 28 , 2009
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What Sound Does a Sheep Make?
Matt Nettleton
As a salesperson I talk to plenty of prospects and because I sell sales training, my prospects are people who are in touch with what is happening in the economy right now. I have heard a lot of stories over the past 18 months and I have learned something significant. My target market is divided into two groups. I call on Sales People and Sales Sheeple.
As I have listened over the last year, I have also developed a keen ear to hear the distinction in what these two groups talk about. Here is what I am hearing from sales people, "The market is tough right now. I am working harder than I have ever worked. My clients have changed how they are doing business and I have had to change with them. My prospects have changed and I have changed how I sell to them as well."
What I am consistently hearing is that the successful sales people are in control of their destiny. They are basing their plans for the next 30, 60 and 90 days on what they can control – to be in front of more, better and different people. They are finding people ready, willing and able to make decisions about doing business.
But that is not what I hear from the sales sheeple. What I hear from them is distinctly different. Sheeple talk about how the market has changed but they will be ready when things get back to how they were. They talk about how the systems that used to work are less effective now. It is all a numbers game. If they simply do more of the old stuff, it will eventually work out fine. With Sheeple, they spend time rationalizing that it is not their fault that their closing numbers are down; their income is dropping; and they are losing out to competitors who are making sales instead of excuses.
In my world I know that my prospects, the people who I can truly help grow, are the sales people. Sales people are out fighting everyday. They have decided that they are going to sell and succeed in the current economic environment. They are not waiting for the economy to get better. They are making the choice to take control of their destiny, to grow their business, and to work toward their goals.
But the sales Sheeple have made a decision to be herded into the vendor pen. They are abdicating control of their business, their family’s future, and their personal goals.
Anybody that tells you things are not tough out there is lying. When you talk to yourself do you hear the voice of a sales person or a sales sheep?
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