The Tortoise, the Hare, and Sales Success - Short Attention Span Sales Tip

We all know the story of The Tortoise and the Hare:

After much bragging and bravado, a rabbit challenges a turtle to a race. So confident is he that he can outrun the slower beast that he bides his time while the tortoise slowly and steadily progresses. <<Spoiler Alert!!>> In the end, the tortoise is victorious.

Thankfully, no two salesmen are exactly alike. We are snowflakes. We are clouds. In my time as a sales trainer, I have worked with all kinds. Some are natural-born salespeople. They have the gift of gab and the ability to connect with anyone. Others are introverts and struggle to talk on the phone and meet someone’s eyes in a conversation. The interesting thing is, there is no right or wrong in this equation. Natural-born does not automatically mean success. Introverted does not automatically mean failure (see also: Tortoise and the Hare).

What we all need to remember is that there is a place for all of us; that we all can be successful regardless of our personality and charisma. We just need to do two things:

• First, recognize our sweet spot. That is, who are the people that we connect with quickest? Is it a certain age group, gender, or personality type?
• Second, recognize that we have to try harder with anyone outside of that circle.

Personality tests like DiSC and Myers-Briggs are very useful in that they help us to identify our own mix of qualities while teaching us to identify the same in others. It’s not a must that you take the test but it would certainly make it a bit easier for you.

If you are the natural-born type, be aware that not everyone fully appreciates you (read: What you think of as confidence is arrogance to others). Dial down the bravado.

If you are more introverted, don’t try to become something that you are not. Take it from me: there is a place for you. There is a market. You can and will succeed. You just might have to kiss a few more frogs. And remember one last thing...

...the Tortoise wins in the end!!

Want more?

The video version of this sales tip goes into more detail. Click here to watch the video.

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Bill Farquharson can be reached at (781) 934-7036 or bfarquharson@idealliance.org