Farquharson/Tedesco on Business Development: Presidents Day Sales Analogies
Take a lesson from Lincoln. Know your weaknesses, anticipate situations out in the field where you might be susceptible to them and develop savvy strategies to keep them from holding you back. This kind of thinking is what sets the Lincolns of the world apart!
Washington refused to pander to constituents. He had zero problems making unpopular decisions as long as they were in the country's best interests. Take the Whiskey Tax. Tax increases are about as popular as the legendary and mostly fictitious Farquharson-Tedesco polka band. Yet Washington's vision of creating a healthy, stable nation depended on better funding. (Side note: If we've misjudged interest in our polka band, and 25 readers demand a recording, we'll post one on YouTube!)
As sales leaders, we often must provide guidance that's in customers' best interests, but may annoy them at times. Take the word "no," for example. Sometimes, your customer must hear this frightful word roll off your tongue. Great sales leaders don't worry about pleasing their customers 100 percent of the time; that's impossible.
Lincoln and Washington were intelligent, strong-willed, near-fearless leaders. They made decisions their constituents hated, as well as making mistakes. Being a great sales leader is less about possessing gobs of admirable, deity-like qualities and more about just working smart and doing the right thing. That's a message of which both Washington and Lincoln would eagerly approve. PI
About the Authors
T.J. Tedesco is team leader at Grow Sales Inc., a marketing and PR services company that has served graphic arts companies since 1996. He wrote "Direct Mail Pal 2012" and seven other books. Contact Tedesco at (301) 294-9900 or e-mail firstname.lastname@example.org. Bill Farquharson is a vice president at NAPL. Farquharson can help drive your sales. Visit www.aspirefor.com or call him at (781) 934-7036.